Negotiation and influence

Salary negotiation

Prepare your case, ask for the salary you want, and discuss the full offer with confidence.

A practical starting point

Three principles to take into the conversation

  1. 1

    Research the role and define your target, priorities, and alternatives.

  2. 2

    Connect your request to scope, evidence, and the value you can deliver.

  3. 3

    Pause after making the ask and explore the whole package if salary is constrained.

Try this opening

“Based on the role’s scope and the value I can bring, I’d like to discuss…”

Adapt this opening to your situation and say it in your own words.

Prepare in a few minutes

  • Write down the outcome you want from the conversation.
  • Separate what you observed from what you assume.
  • Choose one point the other person needs to understand.
  • Plan a question that makes room for their perspective.