Preparation decides most of the outcome
Step 1 / 2·Three numbers to know before you walk in
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Learning objectives — after this module you will:
- Establish your three baseline numbers
- Find reference data in an opaque market
- Know your real negotiating position
Three numbers to know before you walk in
Never be asked something you have no answer to.
The floor is not the number you want; it is the number below which accepting becomes worse than staying put or continuing to look. Work it out in money, including travel cost, commuting time and any benefits you would give up.
The target must be defensible. A high number you cannot justify tells the recruiter you do not understand the market, and it weakens every argument you make afterwards.
The opener sits above the target but still inside the defensible range. Too big a gap turns the conversation from your value to whether you are serious.
Compare total package, not base salary
Base pay, allowances, performance bonus, thirteenth-month pay, what insurance is calculated on, leave days, commuting cost. Two offers with a gap in base pay can total up the other way round.