Negotiating a pay rise or salary at an interview can feel daunting, but with the right strategies, you can secure the pay and terms you deserve. Here are six practical approaches to help you handle these conversations confidently.
1. Prepare Your Best Backup Plan
Never go into a negotiation without a clear backup plan, known as a BATNA (Best Alternative to a Negotiated Agreement). Your BATNA isn’t a bluff or a threat—it’s a genuine plan you can fall back on if things don’t work out. For example, it could mean staying in your current role while taking steps to enhance your skills or exploring other job opportunities. Having a strong backup plan makes you less reliant on the outcome, giving you the confidence to negotiate assertively.
2. Subtly Show the Risk of Not Acting
You need to help the other person see the risks of not meeting your terms, but this requires subtlety, especially when asking for a pay rise in your current job. One way to do this is to focus on your professional growth. For example, you might say, “I’ve been thinking about my future here and how much I enjoy the work I’m doing. I’ve noticed however that my responsibilities are now similar to those in more senior roles, and I know that EAs in my network are earning more than I am. Can we have a chat to see if there is anything you can do?” This way, you encourage your boss to recognise your value and the potential cost of losing you without making direct threats.
When negotiating at an interview, it’s easier to highlight the risks of not acting. For instance, you could say, “I’m really keen to bring my experience to this role. From my research, people with my background are earning around $___, and I want to ensure we’re on the same page so I can fully commit to this opportunity.” This keeps the conversation positive while being clear about your expectations.
3. Ask for More Than You Need
Always start by asking for slightly more than you expect. For example, you might say, “Based on what I’ve seen in the market, people with my experience are earning about $___,” and then add 10-20% on top of your ideal figure. This gives you room to negotiate and shows confidence in your worth.
The same approach works for benefits. If flexible working is important to you, for instance, you might say, “I’d like to discuss the option of working from home three days a week. I know this kind of flexibility is common in similar roles and would help me be even more productive.” By asking for a bit more, you leave space for compromise while still aiming for a favourable outcome.
4. Make it Easy for the Decision Maker
Decision-makers often take the easiest route to a solution, so make it simple for them to say yes by being clear and direct about what you want and hitting them at the right time. .Timing matters, especially when speaking to your boss. Try to approach them when they’re in a positive frame of mind, such as after a successful project or during a performance review.
In interviews, good timing can be slightly harder to judge, but it’s not impossible. Make their decision easy by showing you’re the best fit for the role. For example, you could say, “I’d love to know what’s most important to you in finding the right person for this job. That way, I can ensure I’m addressing your priorities.” This keeps the focus on their needs while positioning you as the obvious choice.
5. Ask Simple, Direct Questions
A well-phrased question can open up the conversation and lead to solutions. Instead of overcomplicating things, try something like, “What can we do to get my pay to $___?” or “How can we adjust the role so it better reflects the work I’m doing?”
These straightforward questions show you’re open to collaboration while making it easier for the other person to provide a clear answer.
6. Be Persistent, Like a Child
Persistence works. Think about how children ask for things—they’ll repeat their request again and again, often wearing down resistance. You can take a similar approach in a professional setting, but with politeness and tact. Studies show that asking up to six times can significantly increase the chances of agreement. If your first request doesn’t get a yes, revisit the conversation after some time. Each polite follow-up builds familiarity and increases your chances of a favourable outcome.
By preparing well, choosing the right moment, and being persistent, you can handle salary negotiations with confidence. Advocating for yourself is a skill, and the more you practise, the better you’ll get.
As we enter 2025 make this the year that you push for the salary you deserve!
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About the Author: Richard Arnott, BA, FInatAM, FIToL, is a Director of BMTG (UK) Ltd, and the author and lead presenter of the groundbreaking, globally recognised Advanced Certificate for the Executive Assistant: ACEA® program. Richard also sits on the editorial board of Lucy Brazier OBE Executive Support Magazine.
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