"Win at Work"

Weekly Newsletter by Yasar Ahmad

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We have all been there. The interview is going well, the rapport is building, and then comes the dreaded question: “So, what are your salary expectations?” Your heart rate spikes.

Before we dive into this weeks topic heres a few useful resources and updates:

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→Master Any Interview and Land that Job! I broke down my system of getting hired in 72 hours, how to answer any question, become the most memorable candidate after interviewing over 10,000+ people. 4 1/2 hours + 36 Lessons. All in this course. here!​

If you say too high, you’re out. If you say too low, you’re leaving money on the table. Here is how to handle the money conversation, negotiate like a Harvard professor, and secure the compensation you deserve.

The Trap: Why You Should Never Give a Number First When a recruiter asks for your salary expectations early in the process, they aren’t trying to accommodate you; they are trying to see if they can afford you.

More cynically, they are using it as an elimination tool. If you give a number now, it is a “uneducated” answer. You don’t yet know the work hours, the benefits, the team dynamic, or the travel requirements. So how can you possibly price your services accurately?. The Rule of Thumb: Be gracious, but let the interviewer bring up the number first.

The Scripts: How to Answer Without Answering If you are pressed for an answer in the first or second interview, do not cave.

Use the “Total Value” Pivot “While compensation is important… I really want to look at the entire value of working at your company… At the moment, to give you any kind of estimate would be uneducated on my part.”.

The “Approved Range” Reversal “I understand this is an approved position, so the salary range must be approved. Can I ask what it is for this position?”

The Companies Expert. The “Wide Net” (If forced) If they absolutely refuse to move forward without a number, give a wide range (e.g., “$40k to $100k”) based on the details you still need to learn. This prevents you from being eliminated while leaving room to negotiate the upper end later.

The Strategy: Negotiate Like Harvard Once an offer is on the table, the real work begins.

According to the Harvard Negotiation Project, most people negotiate incorrectly by digging into “positions” (I want $100k vs. We offer $90k). To win, you must shift from Positions to Interests.

Don’t Split the Orange: Two kids arguing over an orange might cut it in half (50/50). But if they discussed interests, they would realize one wanted the fruit to eat, and the other wanted the peel for baking. Both could have had 100% of what they wanted.

Ask “Why?”: If a company won’t budge on salary, ask why. Is it a budget cap? Is it parity with other staff? Once you know the interest, you can invent options for mutual gain - like performance bonuses, remote work, or extra vacation,.

The Power of BATNA The single biggest factor in your negotiation power is your BATNA (Best Alternative to a Negotiated Agreement).

Walking into a negotiation with no other job offers makes you weak.

Walking in with two other offers makes you powerful.

Action: Never negotiate blindly. Always have an alternative plan tailored before you sit down.

The Long Game: Income vs. Growth : Finally, remember that salary is only one part of your financial picture. As you navigate your career, avoid the “Comfortable Prison” of a high salary but zero growth.

The most expensive thing you can do is stay stuck in the same place for years because you didn’t want to spend money on learning.

Bonus Tip: Invest in your self-growth. Whether it’s a new skill, a conference, or a hobby class, upgrading your skills is the only way to ensure your salary keeps increasing over the long term.

Takeaway for the week: Do your research on LinkedIn and Glassdoor to know the market rate, but keep your cards close to your chest. Your goal is not to “win” the argument, but to find a wise solution where both you and the employer are satisfied. Good luck out there.

Thanks,
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Yasar

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