The Uncomfortable Truth About Salary
Two people with identical qualifications, doing identical jobs, at the same company, can earn 20–40% different salaries. The difference isn't performance. It's almost entirely whether they negotiated at the start.
A study found that failing to negotiate your first salary costs the average person over €500,000 in lifetime earnings. Half a million euros, in raises forgone and the compound effect of a lower base salary through your entire career.
Before the Negotiation: Do This
- Research the market rate. Use Glassdoor, LinkedIn Salary, and industry surveys. Know what the role pays at the 25th, 50th, and 75th percentile.
- Know your BATNA. What happens if they say no? Your best alternative determines your leverage.
- Set your target and walk-away numbers. Write them down before the conversation starts.
The Negotiation Itself
- Don't respond immediately. Say: "Thank you, I'd like a day to review it."
- Counter with an anchor. If market rate is €60k, ask for €68k.
- Use: "Based on my research, I was expecting something closer to [X]. Is there flexibility?"
- Then be quiet. Silence is your friend.
"The first person to name a number in a negotiation often loses. The first person to go silent after naming a number often wins."
If They Say No
Ask: "What would I need to achieve in the next 6–12 months to reach [target]?" You've just gotten a roadmap to the raise.