Practice salary negotiation before the call
By Kenny Damgren · a kemero product
A salary negotiation usually has 2 hard moments: saying your number and staying quiet after you say it. Reading a script cannot prepare you for either moment. Rehearse out loud before the real call.
In a 2023 Glassdoor Fishbowl survey of nearly 6,700 professionals, 54% said they did not negotiate their most recent salary. Of those who do negotiate, Robert Half research for the 2024 Salary Guide found 47% later admit a negotiation mistake, most often accepting too low. Practice is how you avoid becoming that number.
Why does reading a script fail on the call?
A script on a screen is predictable. The other side is not. They may ask where your number came from, say the budget is fixed, or offer to revisit compensation later. If you have not said your response aloud, you can rush, overexplain, or accept the first offer.
- ·Reading teaches you what to say.
- ·Rehearsing teaches you when to pause.
- ·Rounds teach you how to respond when the call changes.
- ·A short answer is easier to repeat than a perfect paragraph.
How do I practice salary negotiation before Thursday?
- ·Write your target number, your acceptable number, and the number that makes you walk away.
- ·Choose 2 reasons for your counter-offer. Use market data, scope, competing offers, or measurable experience.
- ·Say your opening request 5 times without reading.
- ·Rehearse 3 objections from the other side.
- ·Record one round and remove filler words, apologies, and long explanations.
- ·End each round by asking for the next step and a decision date.
What should I rehearse for a salary counter-offer?
Start with the exact moment after the offer arrives.
They say: “We are excited to offer you $112,000.”
You say · “Thank you. I am excited about the role. Based on the scope and the market range I reviewed, I was targeting $125,000. Is there room to move the base to that number?”
They say: “That is above the range we planned.”
You say · “I understand. What flexibility is on the table across base, signing bonus, equity, or an early compensation review?”
They say: “We may be able to move a little on base.”
You say · “Thank you. Please take a look at $125,000 and let me know what you can approve. When should I expect an update?”
How many practice rounds are enough?
Do 3 to 5 rounds for a simple counter-offer. Do 6 to 8 if you expect questions about a competing offer, relocation, equity, or a fixed band. Stop changing your wording after it is clear and credible. The goal is not a perfect performance. The goal is a calm response when the other side pushes back.
Sources
Before the real call, rehearse your opening, your response to a fixed budget, and your close. A few focused rounds can make the offer conversation easier to handle.
Common questions
How do I practice salary negotiation by myself?
Say your opening and 3 objection responses aloud. Record a round, then shorten any answer that takes more than 30 seconds.
How long should I practice before a salary negotiation?
Set aside 30 to 45 minutes for 3 to 5 focused rounds. Practice again shortly before the call.
Should I memorize a salary negotiation script?
Memorize your key points, not every sentence. You need to sound clear when the other side changes the conversation.
What if I freeze during a salary negotiation call?
Pause, thank them, and ask for a moment to consider the offer. You can also ask to follow up by email after the call.