When I was making a big jump from agency life to client-side work many years ago, I was elated by the offer. It was a higher base salary plus much more in an annual and long-term bonus plan.
I discussed the offer with my mentor over dinner at a seafood restaurant on the Chicago River.
“Never take the first offer,” he insisted. At 30, I was surprised by his advice and terrified that if I went back asking for more, the company might rescind the offer and tell me to buzz off. I asked him how to approach what I thought was a very tense situation.
He coolly dipped his shrimp in cocktail sauce and said, “There’s nothing tense about salary negotiation — except in your head.”
He advised me to put one line out there and let it sit without further explanation, rumination, or justification: Can you do any better on the base?
It was the secret one-line phrase that helped me earn tens of thousands more over the course of my career.
I spent years fumbling for higher pay
Before hearing my mentor’s advice, I made all kinds of mistakes when reviewing job offers.
During my last week of college, I was anxiously anticipating my first job offer — the one my whole future hinged on. Without it, I wouldn’t be moving to Chicago to live on my own and work in marketing; instead, I’d have to move back in with my parents.
The recruiter called me when I was at a Milwaukee Brewers game, with a Miller High Life in one hand and a hot dog in the other. I shoved the dog in my friend’s hands and ran into the obnoxiously loud bathroom to answer the call; I couldn’t wait!
I barely listened to what she offered and shouted my over-eager acceptance. I ended up making $27,500 a year and earned a 3% annual merit increase over my five-year tenure there.
I later learned that other entry-level candidates negotiated up to $30,000.
Now, I wouldn’t agree to do any new work without first using my one-liner
After working 25 years in my field, I summon the courage to speak up, especially when I suspect the effort will outweigh the compensation.
As a part-time freelancer, I’ve taken the strategy to editors too. I was recently offered what I considered a shockingly low rate for an opinion essay, given the amount of time I spent researching and crafting the argument. I emailed her, “Can you do any better on this rate?” She responded within 10 minutes and doubled it.
Asking for the additional compensation has eliminated ambient stress. I don’t have to wonder what would have happened if I’d advocated for myself. I act confidently, knowing I am earning at the top of my potential.
I’ve been on the receiving end of a negotiation, too
As I’ve become more senior, I’ve started making offers to potential candidates, so I’ve seen countless people pass up the opportunity to negotiate.
On the other hand, I’ve had junior job candidates ask for an increase with a three-paragraph email about all the emotional reasons they want to make more money. It reads like amateur hour.
I’d much prefer the one-liner, which comes across as confident and professional. A simple “Can you do any better?” would have been more successful for the candidates.
The tactic works, regardless of the financial outcome
From a practical standpoint, does the one-liner yield more money in 100% of cases? Of course not.
I’ve had employers flatly decline and stick with the original offer. One company wouldn’t bump up the base pay but offered something called “executive benefits” that included being reimbursed for my gym membership, internet bill, and personal travel. Had I not asked, I’d still be paying my own cell phone bill.
But what I realized is that every time I said the words aloud or wrote them in an email and hit “Send,” I was declaring that I knew my value — and that was worth something equally grand.
Andrea Javor is a Chicago-based marketing executive and writer working on a memoir. Connect with her on Instagram @AndreaEJavor or andreajavor.com.
