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What is inside
20 chapters, in the order the interviews tend to ask them:
Researching your market value
Target, walk-away and knowing your number
The screening call and the first question
Anchoring and who names the first number
Zone of possible agreement and your alternatives
The offer call script
Countering a low offer
Using a competing offer
Deciding on a counter-offer
Equity and long-term incentives
Bonus and commission structure
Sign-on bonuses and clawbacks
Valuing benefits and perks
Level, title and the promotion path
Location pay and remote offer mixes
Notice periods, garden leave and start dates
Tax, contributions and comparing net pay
Offer letters, contracts and legal terms
Delivering the ask in the room and in writing
Rejections, and asking for a raise
How the answers are built
Each chapter opens with the checklist the question is really testing. A few from this pack:
Use three kinds of source and accept that each is wrong in its own way: official statistics for a defensible floor, self-reported sites for a distribution, and employer guides for the shape of a band.
Two numbers matter before any conversation: the target you aim at and the reservation point below which you decline, and collapsing them into one is how candidates talk themselves down.
Ask for the budgeted range before you give a number, so the anchor belongs to the employer and is an informed one rather than yours and blind.
Anchoring works because the first credible number becomes the reference point the rest of the discussion is measured against.
The zone is the overlap between the employer's acceptable range and yours, and where there is no overlap no amount of skill in the conversation fixes it.
Open with genuine thanks and restate your interest, because enthusiasm is the thing you are trading for flexibility.
Questions this pack covers
Which salary data sources should I combine into one benchmark?
How do I compare a national average against the local market rate?
What is the difference between my target and my walk-away number?
How do I set a walk-away number before I have an offer?
How do I defer the salary question on a screening call?
What should I say when asked for my expectations upfront?
How does the first number mentioned affect the rest of the discussion?
Why should an anchor be specific rather than a wide range?
Each one is answered in full in the pack, with the reasoning written out rather than a bullet list.
