By Jeff Altman, The Big Game Hunter
Let’s be honest—salary negotiations make most professionals uncomfortable. Even smart, capable people walk into these conversations unprepared or avoid them entirely.
But here’s the truth: you don’t get what you deserve—you get what you negotiate. Whether you’re exploring a new job or looking for a raise, these are the seven negotiation strategies every educated professional working in an office environment should be using.
These aren’t gimmicks. They’re grounded in research, practical experience, and common sense.
🎯 1. Know Who You’re Trying to Persuade
Is your salary conversation happening with your boss or through HR? If it’s HR, talk to your manager first. They may not control the budget, but they can influence the outcome behind the scenes.
✅ Managers often have more sway in salary decisions than people realize. 📚 Source: Harvard Business Review
🗣 2. Script Your Ask—Then Practice It
Don’t wing it. Most people know their number but stumble through the ask.
Avoid saying:
“I’m hoping for something in the $60K to $70K range.” You’ll hear: “Let’s go with $60K.”
Instead, say:
“Based on my experience and the market, I’m targeting $68K.”
Write it down. Say it out loud. Rehearse. Role-play. Confidence is a muscle—build it before the conversation.
🧠 3. Anticipate Their Pushback
You’re not negotiating in a vacuum. Think ahead:
What are their budget limitations?
Are there internal pay equity concerns?
Is timing an issue?
Prepare to respond directly:
“I understand timing is tight. But I’ve contributed $40K in savings through process improvements—let’s talk about how we can reflect that.”
📅 4. Show Up Like a Pro—First Impressions Matter
Whether in person or on Zoom, don’t show up sloppy, late, or unprepared. Your professionalism sends a clear message about your value—before salary is even mentioned.
🧠 Research shows people form first impressions in milliseconds, and they’re often hard to change. 📚 Source: Princeton Study, Willis & Todorov (2006)
💬 5. Start with Rapport, Not Demands
Small talk isn’t fluff. It builds trust and softens what can otherwise be a high-stakes conversation.
Smile. Ask a question. Mirror their tone. Show you’re a human being, not a transaction.
🤝 Building rapport increases the likelihood of collaborative negotiation outcomes. 📚 Source: Stanford Graduate School of Business
📈 6. Back Up Your Ask with Real Evidence
Don’t assume they remember your achievements. Bring receipts:
KPIs you hit
Projects you led
Testimonials from clients or peers
Positive reviews or performance data
“In the last 6 months, I’ve led two initiatives that cut operational costs by 18%.”
📊 “Data beats opinion.” — Jeff Weiner, Former LinkedIn CEO
🔄 7. Don’t Just Negotiate Salary
If the base salary can’t budge, expand the discussion. Consider:
More PTO
Remote or hybrid flexibility
Professional development stipends
Signing or retention bonuses
Commuter or childcare benefits
Negotiating multiple items creates space for compromise and increases your chance of walking away with something valuable.
📚 Research shows multi-issue negotiations lead to better outcomes than single-issue talks. Source: Harvard Program on Negotiation
💬 Final Word: Closed Mouths Don’t Get Fed
Being a great employee doesn’t mean being quiet. If you’re waiting to be recognized and rewarded without saying anything, you’re playing the wrong game.
“You miss 100% of the shots you don’t take.” — Wayne Gretzky (via Michael Scott)
💵 Bonus: Know What You’re Worth Before You Ask
Use data to anchor your ask. Free tools to benchmark your market value:
Glassdoor Salary Explorer
Payscale Salary Research
Levels.fyi (especially for tech and corporate roles)
Talk to peers, mentors, and former managers
What You Can Do Right Now:
✅ Script your salary pitch
✅ Back it with 3 clear accomplishments
✅ Check your market rate
✅ Practice once out loud before your next conversation
Ⓒ The Big Game Hunter, Inc., Asheville, NC 2025
Tipping Your Hand in a Salary Negotiation
ABOUT JEFF ALTMAN, THE BIG GAME HUNTER
People hire Jeff Altman, The Big Game Hunter to provide No BS job search coaching and career advice globally because he makes job search and succeeding in your career easier.
Giving Thanks
You will find great info and job search coaching to help with your job search at JobSearch.Community
Connect on LinkedIn: https://www.linkedin.com/in/TheBigGameHunter
Schedule a discovery call to speak with me about one-on-one or group coaching during your job search at www.TheBigGameHunter.us.
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He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with over 3000 episodes over 13+ years.
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