Before the Offer

Not disclosing salary history or expectations

Why it matters

Asking for salary history, compensation expectations, or what peers are making, are common tactics used by recruiters and companies to gain the upper hand. Remember - if you give the recruiter this information, then they can use it against you. Unless you have a strong sense of your market worth, can learn the company's bands, or can name a respectably high number, elegantly deflecting this question is always the right move. No exceptions. 

(To keep in mind: In August 2016, Massachusetts passed a law barring employers from even asking prospective employees for the current or most recent salary figure.)


Pre-Interview Timeline Management (Advanced)

By politely having a hard conversation about deadlines upfront, you can gain the time you need. "Meaningful commitment" is, again, a great way to negotiate this. Watch Blair combine this with reframing and reflection (of the company's pitch) to drive the intended result.

Not Disclosing Salary - Naming A High Anchor PREMIUM

If you've done your research, you can name a reasonably-large salary / equity number when pressed. This is called "anchoring high", and is an effective tactic if you're extremely desirable to the company.

Not Disclosing Salary (Simple) PREMIUM

Recruiters often ask salary history before they even know your abilities. In most situations, you'll want to avoid disclosing it - it's none of their business, and no company has ever mandated it as part of their process. Reframing to focus on culture is the simplest defense.

Not Disclosing Salary (Advanced) PREMIUM

Recruiter being aggressive or pushy to get salary? Watch me push back - I start with reframing. Then, I'll maintain calm, use reflection, and start asking my own questions.

You have to prepare a response to this situation that will be comfortable and authentic. To access multiple scripts that have worked for my clients, and find the one that’s right for you, go premium today!

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Deadline management

Why it matters

You're going to have fewer than ten jobs in your career. Each one matters. Given the high demand for tech talent, companies will often place unreasonable deadlines (under one week), to reduce your ability to look elsewhere. Common reasons include: "other candidates in the pipeline," "need decisive people that care about us," or, "can't guarantee position will be open." These deadlines are nonsense 99% of the time. Naming a specific decision deadline can help you maintain your momentum. 


Managing the Timeline PREMIUM

Time management is *vital*. Pay attention to this video! Getting the time you need to be thoughtful and interview elsewhere will be the biggest determiner of negotiation success.

Pre-Interview Timeline Management (Simple) PREMIUM

It's always a good idea to talk about time before you even start interviewing. Convey interest and enthusiasm for the role, and if they come back with an unreasonable timeline, negotiate your own by asking for it. Here's how.

Recruiter being a jerk? Get what you’re worth by playing nice. The complete Playbook provides videos and scripts to show you how.

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Talking about your other interviews

Why it matters

It's almost never in your best interest to talk specifically about the other companies you're speaking with until you're nearing the end of the process. Much like with naming the first number, talking about where else you're interviewing can be used against you.


Discussing Other Interviews (Advanced) PREMIUM

Remember, part of the recruiter's job is finding out about you as much as possible. If a recruiter keeps trying to discover your other interviews, promise them that you'll keep them in the loop (and give the company a chance to fight for you if necessary).

Discussing Other Interviews (Simple) PREMIUM

Let's say Snapchat learns you got rejected from Google and Flexport. Do you think they'll respect you just as much as before? Probably not. Unless you have other offers, or want to use the threat of other offers to accelerate interviews, it's best to stay mum.

Get specifics on what to say -- and what not to say -- about those other interviews. When you go premium, you’ll get these tools plus access to the complete Playbook. That means every chapter, to guide you through the rest of your journey, from understanding offers to negotiating for more, and finally accepting the offer that matches what you’re worth...and declining the rest gracefully.

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