Welcome to the 7th and final lesson of the Salary Negotiation Fast Class, where you’ve learned the skills to get paid what you’re worth.
Review
In this class, we’ve covered the big picture steps needed to negotiate a raise or new job offer.
Getting in the proper mindset by looking at both the logical and emotional side of negotiation
Doing your homework to research your worth on the market
Standing out from the pack by preparing a portfolio and salary negotiation document
Knowing how to defer or dodge the question when asked for salary history
Learning key phrases that pay when it’s time to talk money
Role-playing your answers to prepare for the big moment
The aha moment when everything clicks
We started this class by comparing negotiation to riding a bike.
The first key to success was having a trusted family member there to give you confidence and TELL you what needed to be done… get some momentum, steer in a straight line, and keep your head up. Everything’s going to be fine.
But the true aha moment comes when “the bird is pushed from the nest” and you learned to pedal on your own.
When working with clients, that lightswitch moment is by far the most fulfilling and rewarding part of my day.
They find the support of working with someone incredibly helpful, but then understand that I can’t be there with them all the time.
But as they gain knowledge, they realize that when the time comes, they now have the confidence to do it on their own.
View this final video to see what I mean:
Class 7 Summary / Next steps
Still need a little more help with your homework?
If you’re feeling a little bit overwhelmed with all the new information you’ve picked up, that’s ok. While I’m here to help you, take a day or two to let everything sink in.
At first, it can seem like negotiating salary is something that other people do, not you. But in fact, there was a time when every person out there could say, “I’ve never negotiated my salary before.” But yet, they got the courage to do so, and each time it gets a bit easier. It’s often helpful to read what others have to say, and see that they were in the same position as you, but came out just fine.
Lastly, your career is an ongoing story. While accepting a new job or getting a promotion can feel very much in-the-moment, it’s vitally important to stay up with the latest trends throughout your career. To that end, starting next week I’ll stay in touch with my weekly “Future of Work” newsletter, so that you’re always in the know. Don’t worry, you can unsubscribe at any time.
Thanks so much for joining me.
Did you enjoy the class? Please share the link with others.
Will you back down first in this negotiation showdown?
Welcome to class 6 of the Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
OK class, settle down and stop giggling in the back. Every time I mention role-playing, there’s always someone that has to crack a joke. Well, let me be that person today:
Did you hear about the movie about role-playing a negotiation?
It’s called: 50 Shades of Pay
But seriously, once you stop rolling your eyes, you’ll understand what I mean.
The Importance or Role-Playing
Today’s lesson is about the importance of practicing for your negotiation in advance. In other words, role-playing the scenario before it happens.
I’ve worked with tons of clients, and after 45 minutes on a call, they THINK they know exactly what they’re going to say. However, as soon as I take on the role of HR in the last 15 minutes and start firing questions at them, their ‘game’ unravels faster than a bad Hollywood plot.
Here’s how this works
You’re going to need to set aside a little time to write down your responses and practice. So make sure you have the time now, or come back once you’ve cleared your schedule a bit. It’s worth it.
Step 1: Prepare for your “interview†by writing out your answers to the questions Step 2: Get ready, then begin the video Step 3: HR will ask a question, then the timer shows how much time you have to respond Step 4: Practice answering in a clear, concise, and confident manner Step 5: Repeat until you’re confident
Questions to prepare
Question 1: What is your current salary?
Tip: That’s none of their business! Say that you’ve done some industry research, but want to make sure you know everything about this position first. Another of my favorite phrases is, “Oh, I’m sorry… my current employment contract doesn’t allow me to reveal that information.”
Question 2: I understand, but before I can pass this along for another round of interviews, I really need to know what range you’re looking for here.
Tip: Don’t back down! HR is now asking for the desired salary that you want to make. Stand tough and phrase things a different way, say that you have additional questions, and use my Right Back At Ya method to find their range.
Here’s an example:
“I’ve done my homework regarding comparable positions in the industry and have a good idea of the market value for someone with my skill set. However, I know the range varies by company, so you’re probably in the best position to know what’s in line with the industry. If you can give me a range of what you have budgeted for this position, I’m sure we can settle on a number that works for both of us.â€
Question 3: I’m happy to answer any questions you might have, but right now I really need to know what salary range you’re looking for.
Tip: HR is being persistent and says they really need an answer. Since they seem to be slightly agitated, provide a very broad range based on your research, with a strong caveat that you’d like to revisit at the end of the process.
Here’s an example:
Let’s assume you’ve gone through the 5 areas of salary research we discussed in Class 2, and that you’re pretty confident the job is going to pay somewhere in the $80,000-$90,000 range. You might say something like this:
“As I noted, based on my research the salary range for a position like this varied, paying anywhere from $75,000 up to $100,000 or more, depending on the position. Since we’re still pretty early in the process, I’d rather not commit to a specific number until I have a full understanding of the job. So if that range is within your budget, I’d really like to focus on the job responsibilities first, and we can figure out the exact numbers later if we both agree it’s a good fit.”
Ready? Practice!
So, how’d you do? Let me know if you need a little more help.
Class 6 Summary
As you can see, the best way to ensure negotiation success is by role-playing the conversation and practicing before being put on the spot. Have a plan of attack and supporting data in reserve to respond to counter-arguments.
Coming up tomorrow the final class!: The Aha moment of Salary Negotiation Success
Welcome to class 5 of the Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
So now that you have the right mindset, have wowed your interviewer with your portfolio, and displayed your salary research. What do you actually say?
Each negotiation is different, but here are some phrases I find myself using over and over again when working with clients. Actually, let’s look first at what NOT to say.
Phrases to avoid
“Or else.” To start things off, you should never demand a raise, threaten to leave, or make an ultimatum. Few successful negotiations in the workplace have ended with an employee yelling, “I need you to pay me more money or else!”
“The problem is…” I try to avoid negative words and phrases such as this, which might put your boss on the defensive. Problem? What problems? Maybe it goes back to my first job in technical support when we were instructed never to say “bug,” but rather, “known issue.” A better phrase might be “In my current role, some of the challenges we’re facing are…”
“I know you probably don’t have room in the budget, but…” Stay away from self-defeating language. You’re setting the stage for a ‘no’ before you even begin.
“Sounds great to me!” (to the first offer). This one is easy. You’ll rarely want to accept the very first offer that is made, since companies almost always leave room for negotiation. Additionally, I advise to never immediately accept a position on the spot. Ask to think about it for a day or two.
Phrases to use
“According to my research…†This is a phrase that I use quiet often. Not only does it show that you’ve done your homework, but it positions you so that you’re asking to get paid for the job itself, not a personal number that you came up with.
“Based on the market value for my skills and experience…” Once again, you’re judging your salary on the market value, not just what you want to make.
“I’m looking for something in the middle to upper end of that range.” This one is a phrase I most commonly use in conjunction with the salary negotiation document, pointing your boss or HR toward a number higher than they’ve offered.
“Do you have any flexibility with that number?†This is a real simple phrase that can be used if your inclination is to accept on the spot.
“How can we find a creative way to get to that number?†This is useful when you come to a stalemate on salary. It opens up the opportunity think about creative ways to make up the difference… a signing bonus, stock options, additional training, relocation funds, etc.
“Thank you so much for this opportunity.†This can also be used instead of saying “yes.” It’s a great phrase to start a counter-offer conversation, or to end the conversation before thinking about it. Always be grateful.
“[Silence]” Finally, the best phrase to say is nothing at all. Using silence is a great negotiation tactic once you master it.
To see some of these phrases in action, view this interview I did with Kendra from Chicago, who essentially hits every negotiation tactic along the way:
Class 5 Summary
In short, there are so many phrases that we can’t cover them all. And in general, don’t worry about saying the perfect phrase… just the fact that you are asking for a raise or making a counter-offer puts you ahead of most people.
What to say when asked for your salary requirements
Welcome to class 4 of Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
In the past few days, I’ve talked about adopting a great mindset, finding your worth, and creating documents that can assist you during your interview or performance review.
But now the prep is over and you’re being asked about your requirements. How do you handle that? Let’s look at:
The golden rules of salary negotiation
Avoid “Required Salary†boxes on applications
Do not be the first person to bring up salary
Defer all salary talk until you know they want you
Get the company to reveal their number first
Consider the other person’s perspective
As you can see, there are several points in the process where you’ll be asked about salary, so let’s quickly break down each one.
Avoiding “Required Salary†boxes on applications
From the moment you start looking for a job, one of the biggest obstacles to winning the war of effectively negotiating your salary often comes before you ever meet HR: Filling out an online application for the job, or a paper form before your first interview.
Here’s why: Once you reveal your previous or desired salary, it significantly affects the way you can leverage a higher salary for a new position.
How to handle it: Essentially, avoid answering the question by putting “competitive” or “to be discussed during interview” in place of a number. It gets a bit trickier when filling out an online form, so the only truly effective way to bypass this issue is to not get put in that position in the first place. That means skipping over the crowded job boards in favor of networking, where it’s more likely you’ll get a personal introduction to a hiring manager.
This one is straight-forward. Once you get the interview, let the hiring manager be the first one to bring up the topic of salary. Doing so beforehand can make you look like money is your top priority, vs. making sure you’re a good fit for the job.
Defer all salary talk until you know they want you for the job
Likewise, you want to avoid talking money too early in the process. Why do employers want to know your salary requirements as quickly as possible? In a lot of cases, it makes perfect sense. There’s no reason to waste everyone’s time interviewing someone for a job that pays $45,000, when the job seeker is targeting a salary of $85,000.
Companies often get hundreds of resumes for a position, and your previous or desired salary can be used to gauge your level of experience and fit. In short, it’s a quick and easy way for companies to judge and eliminate candidates.
Your goal, however, is not to get eliminated. The longer you can hold out and prove that you are the best person for the job, the more leverage you have when it’s time to make an offer.
Example: Deferring when asked your current salary
They ask: “So, what are they paying you now over at Moore and Associates?”
You respond: “Well, Moore and Associates has been a great job for the last few years. I’ve really gained a lot of experience there that I think will be directly relevant to this position. But what I’m really focused on right now is learning everything I can about this job.â€
Example: Deferring when asked your desired salary
They ask: “So, what were you thinking in terms of salary?”
You respond: “Well, I’ve actually done a fair amount of research while preparing for this interview, which I’d be happy to share with you later if we both decide there’s a good fit here. What I found is that there was a pretty wide range depending on a number of factors, and I’d really need to have the full picture of all the responsibilities before I know what that range is.â€
Get the company to reveal their number first
In cases where the candidate has a really good indication of the company’s budget, has skills that are high in demand, or the job role is vague, it’s wise for them to throw out a number first – making it a high one – to set the stage for negotiation.
This is called anchoring, and the thinking behind it is that all future discussion will play off of that initial number.
But in my experience, the better strategy is to have the interviewer state their number first. I teach people how to do this by tailoring the response to their specific situation, as well as how to respond afterward, through my “Right back at ya” method. Here’s a quick example.
Example: Getting them to reveal a number first
They ask: “So, what were you thinking in terms of salary?”
You respond: “In regard to compensation, I took the job at [current job] in order to make a career transition into [new field] and expand my skill set. As you’ve seen, I’ve now acquired some amazing experience that I am looking forward to bringing to this new job, so I’m not sure my current salary is a great indicator for this new role. I’ve done my homework and have a good idea of the market value for someone with my skill set, so I was curious what kind of range you had in mind for this position.â€
Consider the other person’s perspective
Throughout any negotiation, you always want to consider the perspective of the other party.
People often ask:
Don’t I have to fill out every single form that they ask me to?
Won’t the hiring manager get angry if I don’t answer them directly?
Will they just give the job to someone else if I seem difficult?
These are all important concerns. At all times, you need to be dialed in to the mood and attitude of the person you are speaking with – you never want to come off as confrontational. However, if you conduct yourself in a calm, business-like manner, you can almost always end up with a fair deal.
Taking it a step further, especially if you’re a valued employee thinking of leaving, sometimes you have more leverage than you think. Watch this scenario:
Class 4 Summary
The clock starts ticking the moment you are asked about salary for the first time, whether it’s on an online form or in a screening interview. How you handle it has a huge outcome on the final number that you settle on. While we can’t cover every nuance here, by following the steps listed, you put yourself in good shape to end up with a number that will make you happy.
To earn more money, bring these documents to your interview (Hint: it’s not your resume)
Welcome to class 3 of Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
In the past few days, I’ve helped you get in the right mindset and determine your worth. You might have noticed a slight trend underlying both lessons:
Here’s what I mean:
Mindset: We saw that at least half of all professionals are too scared to negotiate, even though the stats prove otherwise. You’re different and are learning key skills.
Finding your worth: Most people spend less than an hour checking a few websites to find their worth. You gain an advantage by pushing your research beyond that.
Negotiating: Most people show up to an interview unprepared. You’re going to create 2 unique documents as a way to stand out.
Hint: It’s not your resume, it’s not a hand-scribbled list of accomplishments, and it’s not a note from your mom saying that you deserve more money.
1) Create a Portfolio of your work
Once purely the realm of designers and photographers, having a personal portfolio is a unique way for anyone to show off their accomplishments.
When interviewing for a new job, having a portfolio will make you more memorable and come across as more professional, allowing you to negotiate a higher salary.
When asking for a raise, it’s all about proving your worth over the past year. A portfolio allows you to tell a story of what you’ve accomplished and how you’ve helped the company succeed.
Here’s why it’s important:
Physical portfolio: One way to present your portfolio is to go old school and create a physical book.
I prefer the Itoya Profolio, including the 9 x 12″ model that holds a standard piece of paper very nicely. For less than $15, you’ll have a professional looking showpiece that will blow your interviewer away.
Digital portfolio: The other way to go is to create a presentation for your iPad.
Why a tablet?
I certainly encourage job-seekers to have their own website and it can live there, but you can never fully count on Wi-Fi access during an interview
Having it on a laptop is fine too (especially a small and light Macbook Air), but it can be a bit clunky using the keyboard controls, booting it up, and worrying about power
There’s just something about being able to hand an iPad to the person you’re with and having them elegantly swipe through your accomplishments
While there are apps and several ways to create it, a simple method is just to create it in Powerpoint, save it as a PDF, and then open it up in iBooks or another viewer
What to include?
If you’re in marketing for instance, you could include examples of:
Business strategy (marketing plans, creative briefs)
Marketing materials (websites, banners, e-mails, and newsletters)
Don’t be afraid to have fun with it and add a few human interest elements as well
But what if you’re not in marketing?
Let’s say you’re a Director at a nonprofit… Take photos of the impoverished country you visited when setting up their support program, the people you helped (tell their stories), and report on the results. Assistant event planner? Shoot a quick video of the recent concert or conference you helped organize.
Get creative.
2) Salary Research Document
Remember all the research you did when finding your worth? I suggest compiling your findings in a single, easy-to-read format. When I first set out to find a document like this, I was unhappy with the drab, boring ways that salary information websites presented their reports.
So I worked with a graphic designer to create a bold, colorful, easy-to-read version, made it simple to customize, and offered templates in Photoshop, Excel, and Powerpoint, to my clients depending on what program they were comfortable with.
This is a one-of-a-kind document that illustrates the research you’ve done on comparable jobs in the market, and it’s effective for several reasons:
It shows that you’ve actually done your homework, and aren’t just randomly throwing out numbers
The time and effort you’ve spent sets you apart and makes an impression
It allows you to work collaboratively with your manager or HR to target the right number
When used properly during a negotiation, it can have a dramatic effect in earning a higher salary.
Class 3 Summary
From your resume to your research, one of the best ways to command a higher salary is to stand out from the pack. One way to do that is to tell your unique story of accomplishments through a portfolio, and then present your salary research when discussing your targeted range.
Coming up tomorrow: What to say when asked for your salary requirements
Welcome to class 2 of the Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
The big question.
The first step in a successful salary negotiation does not take place at the negotiation table, but at the computer and out in the field — doing your homework.
So I’m going to ask you one crucial question.
It might seem simple at first, but how you respond to it can speak volumes.
How Much Are You Worth?
Whether you’re negotiating a new job offer or asking for a raise, one of the most important steps is thoroughly researching your worth on the market. Just because you’re in a job making $65,000 doesn’t mean that you’re worth $65,000.
When you know your worth… you can quickly know if an offer is fair or not, know when you’re underpaid for your position, and negotiate from a place of confidence.
When you don’t know your worth… well, this happens:
That’s right. You end up saying “Whatever you want to pay me is just… fine.”
Indicators to Ignore
Let me tell you some of the things that are NOT a factor when trying to find your worth:
How much your friend from college is making
How much student loan or credit card debt you have
How much your rent or mortgage is costing you
Whether you’re married or single or have kids
How much you think you deserve
In other words, we’re in a “no whining” zone.
Your boss doesn’t care if your hedge fund buddy is making twice as much as you and just bought a new Tesla. It’s not his problem that you want to move to the nicest part of town or your landlord increased your rent. Yes, getting married or going through a divorce or paying for private school can be expensive. Irrelevant.
If you’re asking for a raise, what matters is this:
How have you MADE the company money?
How have you SAVED the company money?
Do you have a valuable skill that no other employee has?
If you’re going for a new job, what matters is this:
What is the value of someone with my skills worth on the market for this particular job?
In fact, to some degree, what your past salary history is, or even what you’re getting paid right this very moment, should not have an effect on your worth.
In other words, when you combine your education, your experience, the industry you’re in, the local and national economy, where you live, and package it together with your interviewing skills – along with a little negotiation – what is someone going to actually pay you?
How to research your worth
Most job-seekers will spend a few minutes surfing what I call “The Big 3” websites: Salary.com, Payscale.com, and Glassdoor.com. That’s a great place to start, but a truly prepared candidate takes it a step further to really understand their value… an extra step that pays off.
Note: We’re not trying to end up with an exact number such as $64,689. Rather, we want to consult a cross-section of 5 different resources (all free!), so that you can can be confident about a specific $10,000-$20,000 range during your negotiation.
1) Salary Information Sites
Start with the 3 sites that I’ve mentioned, and enter your relevant information (job title, experience, location, etc.) as a starting point to find out your salary range. Beyond that, there are several additional salary information sites that can help you pinpoint your worth (at last count, I knew of more than 15). The more data you get, the better. Example sites include the Beyond.com Salary Center, CareerBliss, and Salary Expert.
For example, let’s look at Glassdoor. Want to know what it’s like to work at Facebook and how much it pays? You’ll see in a snapshot taken in August 2015, they had 2,700 salaries listed, along with 903 job openings and 1,100 reviews of what it’s like to work there.
2) Job Board Sites
OK, so the job you’re interviewing for doesn’t list a salary range. What to do?
A Careerbuilder.com survey found that about 11% of employers DO include wage or salary information in their job listings. So what you can do is search online job boards for positions with a similar title, responsibilities, and location.
For example, let’s say you’re applying for a social media marketing job at a company in Boston, but don’t know what the salary range is.
Search for social media marketing jobs on job boards (I can recommend dozens), and you may find the following:
One listing on Indeed.com with a range of $60-$65,000
One listing on Monster.com with a stated salary of $55,000
Another listing on Craigslist at $29 per hour (~ $58k per year)
It’s a small sample and you’ll want to adjust for location and experience, but it gives you a good idea that you’re in the $55-$65k range.
3) Industry Salary Guides
Independent research companies and trade groups often produce salary guides that reveal the latest compensation data and trends for your specific industry.
And it’s not just salary guides for marketing managers or IT pros. Take the dental industry for example. I’ve found sites listing salaries specifically for Dental Assistants, Hygienists, Lab Technicians, and Orthodontists.
Go to Google and type:
[name of your industry] + “salary guide†or
[job title] + “salary guideâ€
4) Internal Networking
OK, so you’ve done a great job so far researching salary ranges online. However, that’s just half the battle. At some point you need to emerge from behind the glowing laptop screen, go out into the world, and talk to real people.
Start with people you know. Reach out to your network of family, friends, and former co-workers that can offer feedback. By networking with real people in your industry, you can show them the data you’ve collected thus far, consider the nuances of your particular situation, and narrow down your range even further.
5) External Networking
Finally, expand out to people you don’t know. Seek out resources beyond your personal network that can provide objective feedback for your job search data.
Places to find industry professionals include meetup groups, job fairs, and recruiters.
For example, I’ve found meetup groups usually have a great mix of people… some will be new to the group and just starting their careers, so they’ll be in the same boat as you. This makes it easy to make friends and compare notes.
Others will be industry veterans that are really into what they do. Go up to one and tell them that you’re new to the field and were hoping they could give some advice. Most people love talking about their career path. At some point in the conversation, share some of the salary research you’ve found and ask if they think you’re on track.
Class 2 Summary
When it comes time to find out your worth, it shouldn’t be a guessing game. Knowledge is power, and the more research you do, the more confident you’ll be. Go beyond what the average candidate looks for, and take the time to get a solid cross-section of numbers so that you can accurately determine your worth on the market.
Fast Class Agenda:
[Class 1] Earning more starts with a negotiation mindset
[Class 2] How much am I worth?
[Class 3] To earn more money, bring these documents to your interview (Hint: it’s not your resume)
[Class 4] What to say when asked for your salary requirements
[Class 5] Negotiation phrases that pay
[Class 6] Will you back down first in this negotiation showdown?
[Class 7] The Aha moment of Salary Negotiation Success
Welcome to the Salary Negotiation Fast Class, where you’ll learn the skills you need to get paid what you’re worth in just 7 days.
Let’s get started. I want you to think back to your childhood for a second.
Specifically, recall the experience of taking off the training wheels and learning how to ride a bike for the first time.
You were probably really anxious, and it was easy to only imagine all the bad things that could happen, like falling and getting hurt.
Fortunately, you probably had a trusted “tutor” with you, such as a parent or older sibling, that was able to guide you and give you the confidence to succeed.
Once you were in the right mindset and felt the thrill of success, an entire world opened up and you realized you had learned a skill that would last a lifetime.
The analogy between riding a bike and negotiation should be clear:
There will always be some anxiety when learning something new, but a trusted advisor can help give you the mindset to succeed.
It’s perfectly OK if you’re nervous about negotiation. You’re not alone:
50% of all workers did not negotiate their last offer
39% of professionals say they’re anxious about negotiating
23% of Millennials say they don’t want to look “pushy”
But if you don’t learn how to negotiate in your career, it can cost you. A LOT.
Watch this video to see how painful things can get.
Wow, you certainly don’t want that, right?
Let’s approach the mindset from 2 angles, logical and emotional.
Logic: Why you should negotiate
84% of employers surveyed said they always expect applicants to negotiate
87% said they’ve never rescinded a job offer following negotiations
0% reported demoting or firing an employee simply for asking for a raise
Just 43% of people ask for a raise, but there’s a 75% chance they get it!
The more you make -> the more you ask -> the more you get paid.
There’s a 92% success rate for those earning $120k.
But I know it’s not always that easy. There’s more than just logic.
Emotional: Why you still hold back
“I don’t know how to find what I’m worth”
“I get so nervous, that I don’t know what to say”
“I figured I should just be happy to have a job”
“I’m afraid if I negotiate, they’ll withdraw the offer”
“I don’t know how to show my value”
“I’m not sure what to do if put on the spot”
It’s easy to get overwhelmed at this point, and we’ll be covering the answers to those questions in the next few days.
For now, let’s get in the right mindset and focus on 2 simple goals.
2 Simple Salary Negotiation Goals
1) I was prepared
Most people fail when they are caught off guard. Taking this email course will be the first step, so that you are prepared to negotiate a new offer or ask for a raise.
2) I did everything I could
My goal is to prevent one word: Regret. If you have the right mindset, are prepared, and then ask for a raise or make a counter-offer, but don’t get it, that’s fine. You tried.
But if you simply sit on the sidelines or accept only the minimum, you may regret it for months or years. That would be like never learning to ride a bike!
Class 1 Summary
You did it! Thanks so much for completing Class #1. To sum things up, it’s ok if you don’t know the first thing about negotiation. However, by getting in the right mindset, you’ll see the odds are in your favor, and it’s a skill you can learn that will benefit you throughout your career.
In tomorrow’s lesson, we’ll tackle how to find out how much you’re worth.
Fast Class Agenda:
[Class 1] Earning more starts with a negotiation mindset
[Class 2] How much am I worth?
[Class 3] To earn more money, bring these documents to your interview (Hint: it’s not your resume)
[Class 4] What to say when asked for your salary requirements
[Class 5] Negotiation phrases that pay
[Class 6] Will you back down first in this negotiation showdown?
[Class 7] The Aha moment of Salary Negotiation Success
The first key to success was having a trusted family member there to give you confidence and TELL you what needed to be done… get some momentum, steer in a straight line, and keep your head up. Everything’s going to be fine.
In cases where the candidate has a really good indication of the company’s budget, has skills that are high in demand, or the job role is vague, it’s wise for them to throw out a number first – making it a high one – to set the stage for negotiation. 
In other words, we’re in a “no whining” zone. 
I want you to think back to your childhood for a second. 