Salary Negotiation

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You like your current job, but you know you're underpaid, at $45K a year. You have a job offer for $55K a year from a bigger, more impersonal company, but you'd much rather get your current job up to at least $50K a year and stay. You've just told your beloved boss that you have an offer from another company. He looks at you with sad eyes. "You want to leave?" <<link "- //If you can't pay me better, yes.//">><<replace "#Dialogue1">>//If you can't pay me better, yes.//<html> </html><<display WrongPath1>><</replace>><</link>> <<link "- //No, I want to stay.//">><<replace "#Dialogue1">>//No, I want to stay.//<html> </html><<display RightPath1>><</replace>><</link>>

He turns from sad to disappointed. "So this is just about money to you?" <<link "- //Don't patronize me. Jobs are for making money.//">><<replace "#Dialogue2">>//Don't patronize me. Jobs are for making money.//<html> </html>The look on your boss's face tells you that being so aggressive didn't help your case here.<html> </html><<display Failure>><</replace>><</link>> <<link "- //No, I like working here.//">><<replace "#Dialogue2">>//No, I like working here.//<html> </html><<display RightPath1>><</replace>><</link>>

"That's good to hear," he says. "I enjoy having you here, and I've done my best to make sure you're happy. Why were you looking for other jobs?" <<link "- //Because you're insulting me with such a low salary.//">><<replace "#Dialogue3">>//Because you're insulting me with such a low salary.//<html> </html><<display WrongPath2>><</replace>><</link>> <<link "- //I was exploring my options. I was surprised to get an offer, and also one that's at such a higher salary level.//">><<replace "#Dialogue3">>//I was exploring my options. I was surprised to get an offer, and also one that's at such a higher salary level.//<html> </html><<display RightPath2>><</replace>><</link>>

"You know what?" he says. "If money is all you care about, take the other offer, and have a great life." He turns away, and you realize you've botched this.

He nods. "OK, fair enough. What are they offering? And remember, they pay higher salaries than we can—but the trade-off is our working environment is much better." You remember the magic number that will satisfy you if you stay: $50K. <<link "- //They're offering $55K, and I'd like you to match it.//">><<replace "#Dialogue4">>//They're offering $55K, and I'd like you to match it.//<html> </html><<display WrongPath3>><</replace>><</link>> <<link "- //They're offering $55K, but I understand if you can't go that high.//">><<replace "#Dialogue4">>//They're offering $55K, but I understand if you can't go that high.//<html> </html><<display RightPath3>><</replace>><</link>>

Your boss nods, then leaves to talk to HR. Within an hour, you have your offer to stay: $50K. Your boss explains that's as high as they can go. <<if $WishyWashy is true>>"I know it's not what you wanted," he says "but you did say you wanted to hear our best offer.<<else>>"I worked hard to get them to meet your number," he says. "It's a sign of how much we value you.<</if>> It's really as high as we go for your level." You hit your minimum to stay—and it's a significant raise. <<if $WishyWashy is true>>Still, you wonder if a firmer answer on the final salary question could have gotten you more.<<else>>Still, you wonder if there was a way to get more.<</if>>

Your boss frowns. "I just said that they pay higher salaries than we do. Are you saying we either match their offer or you're gone?" <<link "- //I'm ready to negotiate.//">><<replace "#Dialogue5">>//I'm ready to negotiate.//<html> </html><<display RightPath3>><</replace>><</link>> <<link "- //I would like $55K.//">><<replace "#Dialogue5">>//I would like $55K.//<html> </html>Your boss shakes his head. "You aren't listening to me, and you aren't willing to negotiate. I'm not sure there's a place for you here even if we had deeper pockets."<html> </html>He thinks for a moment, then shakes his head.<html> </html><<display Failure>><</replace>><</link>>

"That's good to know," your boss says. "And look, you're supposed to negotiate with me, so it's easier if you just tell me what you're thinking, and then I take that number to HR. What is the lowest number you'll accept?" Again, "$50K" appears in your mind. But is that the right thing to say? <<link "- //$50K.//">><<replace "#Dialogue6">>//$50K.//<html> </html><<display SuccessAt50K>><</replace>><</link>> <<link "- //$52K.//">><<replace "#Dialogue6">>- //$52K.//<html> </html><<display SuccessAt52K>><</replace>><</link>> <<link "- //$52K, but I still want to hear your best offer if it's lower.//">><<replace "#Dialogue6">>//$52K, but I still want to hear your best offer if it's lower.//<<set $WishyWashy to true>><html> </html><<display SuccessAt50K>><</replace>><</link>>

Your boss nods, then leaves to talk to HR. Within an hour, you have your offer to stay: $52K. Your boss explains that's as high as they can go. "I worked hard to get them to meet your number," he says. "It's more than we can usually afford at your level, but you negotiated well for yourself." You got a higher salary than you were willing to accept, thanks to being friendly but firm, and a mix of honest and ambitious. Congratulations!

Your boss flinches. "I've never insulted you, but I feel like you're insulting me right now." <<link "- //I'm sorry. I'm hurt by the feeling that I'm underpaid—but I apologize for taking that out on you.//">><<replace "#Dialogue3andAHalf">>//I'm sorry. I'm hurt by the feeling that I'm underpaid—but I apologize for taking that out on you.//<html> </html><<display RightPath2>><</replace>><</link>> <<link "- //My insults are free. Yours have cost me thousands of dollars.//">><<replace "#Dialogue3andAHalf">>//My insults are free. Yours have cost me thousands of dollars.//<html> </html>Your boss's expression makes clear that snappy comebacks were the wrong approach.<html> </html><<display Failure>><</replace>><</link>>