“I was scared they’d take the offer back, but I asked!” I could hear the confidence in my client’s voice as we de-briefed how presenting her counter-offer went.

And while I was thrilled she asked and agreed on a number better than her minimum ask, I was sad that she was afraid she’d lose an opportunity by negotiating.

Here are three truths from the other side of the table that you need to know before you negotiate so you can go to the table confidently.

1. Make a job offer, expect the candidate to negotiate – as a hiring manager, when I make an offer, I’m in full expectation that I may get a counter offer and slightly surprised when I don’t.

2. 99.9% of the time, you won’t lose the offer – see point #1. If I can’t meet a counter offer, I’ll present a best and final offer for the candidate to accept or not. I let them decide. If you lose an offer for negotiating, you’ve dodged a bullet.

3. The first offer is rarely the best offer – see point #1. As a hiring manager, I expect a counter offer, so my initial offer leaves room to go up. EXCEPTION: If there’s a strict salary budget and I know I can’t go any higher, I state that upfront. Then and only then will I not entertain a counter offer. See also point #2.

Don’t be scurrred to ask, and don’t leave money on the table!

Opportunity Awaits,

Ashley