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A new job · Lesson 6 of 10

Negotiate the Whole Package, Not Just the Salary

See every part of a job offer you can negotiate, and trade what you value less for what you value more.

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THE WRITTEN LESSONFollow along at your pace

A job offer is more than a salary figure. This lesson shows how to see every part you could negotiate, and how trading between those parts can get you a better deal than arguing over one number.

More than salary

An offer has many parts that can move: the salary, the start date, the job title, flexible or remote days, a training budget, holiday, and when your pay will next be reviewed.

Before arguing about one number, list every part that could change. Each one is something you can trade.

Seven cards beside a gift box: Salary, Start date, Job title, Flexible days, Training budget, Holiday and Pay review date. Chips read List every part that could change and Each one is a trade.(opens the full-size picture)
Seven parts of an offer that can move.

Why you want it

Ask yourself why you want each thing. Maybe you want more pay because you are paying for a course. Then a training budget might solve the same problem, in a different way.

Ask the employer the same question: what matters most to you about this hire? Their answer shows what they might give.

A person says More pay, because course fees. A training budget card covers the course fees with a check mark, under the chip Same goal, a different way. A manager asks What matters most to you?(opens the full-size picture)
More pay because of course fees: a training budget could do the same job.

Trade, do not give

Then trade what you value less for what you value more. Make each step conditional. For example: “If you can start me at $68,000, I can start two weeks earlier.”

Name what each step costs you, and ask for something in return. A concession with nothing back is just a gift.

A speech bubble reads If you can start me at $68,000, I can start two weeks earlier. A balance scale holds Start 2 weeks earlier on one side and $68,000 on the other, with the chips if you can, Name what each step costs you and Ask for something in return.(opens the full-size picture)
Each step starts with if: one thing for another.

Do not show your hand

Be careful what you reveal early. In experiments with deals over several issues, people who showed early that they already agreed on a point lost part of their advantage.

So keep quiet about points you would happily accept, such as a start date that suits you either way, until you have heard their view.

Cards for Pay and Holiday face up and a hidden card with a lock, next to the chip Happy with any start date. A manager figure is labelled Hear their view first. Chips read Keep quiet, and Show it early, lose some advantage.(opens the full-size picture)
Keep a card face down until you have heard their view.

Flexible work

Flexible work can be a valuable part of the package. Be exact, for example: “Tuesdays and Thursdays at home.” Explain how it helps the work, and offer a trial with a review date.

In one well-known trial, staff working from home were more productive and half as likely to quit, though it was one company and one kind of job. Treat it as a hint, not a promise.

A week from Monday to Friday with Tuesday and Thursday marked Home. Chips read Tuesdays and Thursdays at home, Explain how it helps the work, Trial plus review date and One company, one kind of job. Two bars compare the quit rate at the office and at home, with home about half as tall.(opens the full-size picture)
Be exact about the days, and offer a trial.

Money on a timer

When you compare offers, look past the headline salary. Some money depends on staying for a while, like bonuses, shares, or employer pension money that only becomes yours after a set time. Leaving early can mean losing it.

Count what you would really gain, and what you would give up.

A timeline from Start with a coin at Bonus in Year 1, Shares in Year 2 and Pension in Year 3. A red chip reads Leave early, lose it, a yellow chip reads Count what you really gain, and a balance scale compares Give up with Gain.(opens the full-size picture)
Some money only arrives if you stay.

YOUR TURN

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Read the full lesson script

In this lesson, you'll see that salary is only one part of an offer, and how trading between the parts can get you a better deal.

An offer has many parts that can move: the salary, the start date, the job title, flexible or remote days, a training budget, holiday, and when your pay will next be reviewed. Before arguing about one number, list every part that could change. Each one is something you can trade.

Ask yourself why you want each thing. Maybe you want more pay because you're paying for a course. Then a training budget might solve the same problem. Ask the employer the same question: what matters most to you about this hire?

Then trade what you value less for what you value more. Make each step conditional: if you can start me at sixty-eight, I can start two weeks earlier. Name what each step costs you, and ask for something in return.

Be careful what you reveal early. In experiments with deals over several issues, people who showed early that they already agreed on a point lost part of their advantage. So keep quiet about points you'd happily accept, until you've heard their view.

Flexible work can be a valuable part of the package. Be exact, for example: Tuesdays and Thursdays at home. Explain how it helps the work, and offer a trial with a review date. In one well-known trial, staff working from home were more productive and half as likely to quit, though it was one company and one kind of job.

When you compare offers, look past the headline salary. Some money depends on staying for a while, like bonuses, shares, or employer pension money that only becomes yours after a set time. Leaving early can mean losing it. Count what you'd really gain, and what you'd give up.

So remember: list every part of the offer that can move. Trade what matters less to you for what matters more. And count money that depends on staying. Before the next lesson, list everything in an offer that could move, and mark your top two. Next, you'll practise simple scripts for the conversation.