Demo: Negotiating your salary with collaborative phrases

- Now that you have your offer letter in writing, along with the salary negotiations worksheet filled out, it's time to plant the seed to let your employer expect a round of salary negotiations. Because they're aware of the agenda, you can be more at ease with being direct in your ask. So here's the sample email you can send to whoever extended the offer letter. "Thank you so much for the offer. I reviewed the total rewards package and would like to set up a time to discuss a few adjustments to the offer." If you know when you'd like to have a discussion or if the offer has an expiration date, include a few dates and times you're available. Then comes the fun part of making the ask. I want you to lead with a collaborative and flexible tone. You can do this by showing your appreciation and excitement for the position with an upbeat tone and smile, sharing you want to make this offer work and would like to propose a few ideas and remaining open and flexible. Here are some key phrases that I like to use. As we go through this sample conversation coming up, listen for these phrases. And note, these are just suggestions. You can absolutely adapt to your own language and personality. First, "I'm confident that we can set a start date very soon." By sharing this upfront, it signals that you're not going to let this negotiation break the offer and you're eager to accept. "I'm flexible and willing to find a creative solution." This shares that you're open to compromise. By showing you're adaptable, they'll want to work with you in achieving a solution together. "I feel more comfortable staying north of..." This is a great phrase to stay firm but polite. And when providing any numbers, avoid ranges such as, "I'm looking for 50 to 60,000." Instead, state your ideal number to give yourself room for any counters and avoid anchoring to low numbers. And lastly, I believe, I know, I feel confident. Naturally, we often say, "I think" when getting a point across. Unfortunately in salary negotiations, think is very passive and almost sounds like you're unsure. An I believe, I know, I feel statement is powerful and it sounds like I believe I'm able to justify this request in base salary, as I know my three plus years of paralegal experience with expertise in IP law will allow me to immediately contribute. Can you see how this conversation gives you a great starting point? But what happens if the employer mentioned early on that the role pays a certain dollar amount and you're now wanting more? Be sure to address this so that they don't feel you've dismissed prior understandings. Here's an adapted script of what this may sound like. - Hi Emily. Thanks for connecting. Have you come to a decision on the offer letter? - Well, first off, I just want to say thank you so much again for this offer, Nicole. I'm really excited about the opportunity, and I'm confident that we'll set a start date up very soon. Before doing so, I wanted to discuss a few requests to the offer package. While I really appreciate the offer of $80,000, I would like to see if we can find a creative solution to get closer to the market rates. I feel more comfortable staying north of $97,500 based on my market research. I feel confident that I not only meet the minimum role qualifications, but I also meet the preferred qualifications as well. And I know with my proven track record of being the main paralegal to a super busy practice with two main partners, I'll be able to hit the ground running and ensure all the tasks are executed with precision. - Of course, I appreciate your request and your justifications. To maintain internal equity, the maximum we can offer you in the base salary is 85,000. - Hmm, okay. I hear that, and I really appreciate your willingness to work with me here. Increasing the base by $5,000 is a wonderful start. Is there a way that we can increase the RSUs to make up the difference and or potentially a accelerate the vesting schedule? - I hear you. Unfortunately, the vesting schedule is set, but we can likely increase the value of the RSUs by additional $3,000 a year. - Okay, well, thank you. I also identified two other areas that I'd love to ask for adjustments if that's the case. So the first is vacation days. I noticed the firm starts with two weeks, but because I've been with my employer for a really long time, I currently have three weeks. Is there any way that we can match this? - Sure, let me see what I can do there for you. - Perfect, thank you so much. And my last request that I've identified is a one-time sign-on bonus of it's $10,000 to make up the difference between the current offer and the market rate that I found. So if we're able to include this, then I'd be so eager to accept. - Great, thanks for sharing this, Emily. Let me see if I can get this approved and then I'll get back to you. - Okay, wonderful. Thank you so much again, Nicole. I look forward to seeing the final offer letter details. Can you see how this conversation gives you a great starting point? But what happens if the employer mentioned early on that the role pays a certain dollar amount and you're now wanting more? Be sure to address this so that they don't feel you've dismissed prior understandings. Here's an adapted script of what this may sound like. - Hey, Emily, thanks for connecting. Have you come to a decision on the final offer letter? - Well, first off, thank you so much again for this offer, Nicole. I'm very excited about the opportunity, and I'm super confident we'll set a start date soon. Before doing so, I wanted to actually discuss a few requests to the offer package. And I understand the most you've budgeted for this is $80,000, and I appreciate you offering me the maximum. That being said, I would love to see if we can find a creative solution to get closer to the market rates of $97,500 without needing to increase the base salary. All right, so what did you notice in these negotiations? How is the salary negotiation worksheet put to use? Did you hear the collaborative tone versus aggressive or demanding? What did you make of the collaborative phrases with the objective justifications? And how about the power of the pause? It's vital to stay silent after your request. Get comfortable with the silence. A little trick I use is pinching my hand when I need to remind myself to pause. I know the silence can feel like an eternity, but I want you to remember this. You're coming to this meeting prepared, and the other party needs to process what you're saying to come up with a thoughtful answer. Now, I encourage you to practice your conversation with a friend. By practicing aloud, you'll be more comfortable and prepared in the real negotiation. You got this.