Salary Negotiations

Years ago, I found myself interviewing for a department manager position at a division of a Fortune 100 company. Excited about the opportunity, I received a written job offer from the HR generalist, but it was only a $2,000 annual increase over my current salary. Weighing the risks against the rewards, I decided to decline.

A couple of days later, the HR manager called me with an improved offer: $3,000 more. While appreciative, I explained that I wasn’t willing to switch jobs for what amounted to just a 5% increase. I politely suggested we leave it at that after two declined offers.

The very next day, I received an call from the Division Manager, the person I'd be reporting to. She was curious about my decision to decline their offers. I responded: “There isn’t a meeting of the minds here. The role is demanding, and quite frankly, I don’t see how you’ll find the kind of manager you need for the salary being offered. I appreciate the opportunity, and I wish you luck.”

Intrigued, the GM then asked a pivotal question: “What would it have taken for you to accept the job?” I replied, “A 15% increase from my current salary, a third week of vacation after one year, and either free or discounted parking at the office.”

To my surprise, she responded: "I accept your counter-proposal." She promised I would receive a new offer letter later that day, and then she asked: “Do you accept?”

From that experience onward, I’ve learned to ALWAYS ask about salary flexibility in job offers. It turns out, there’s been room for negotiation every time. Being open and honest about your needs and expectations can lead to outcomes you didn't expect.

Asking something as simple as: "Is there any wiggle room in the compensation being offered?" can often put a lot of money into your pocket. What's my advice? Ask the question.