I’ve negotiated my salary four times, but none of those experiences involved a structured method. Out of those four negotiations, I was successful twice. In one instance, although I didn’t get exactly what I requested, I secured more than the original offer. In the other instance, I exceeded my own expectations.

As I said, I wasn’t using any particular strategy—I simply followed a template I found online and hoped for the best. However, after reading Never Split the Difference: Negotiating as if Your Life Depended On It by Chris Voss, I started thinking differently about negotiation.

Voss uses the Ackerman method, which involves starting with a low initial offer and incrementally increasing it.  While reading, I started thinking about how this could be flipped for salary negotiations. What if you begin with a higher anchor point instead of starting low to reach your target salary?

Here’s how you might adapt a reversed Ackerman method to help you strategically navigate salary negotiations while maintaining credibility and flexibility.

To be clear, I’m not an expert in salary negotiation. This is just an idea I had after reflecting on Voss’s book. I haven’t tested this method, so I can’t guarantee results. If you’ve had success with strategic salary negotiations or are an expert in the field, I’d love to hear your thoughts in the comments!

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1. Start with a High Initial Offer (135% of Your Target)

The first step in this reversed method is to begin with a high initial offer, specifically 135% of your target salary. This higher starting point sets the stage for the negotiation and gives you ample room to make strategic concessions. For example, if your goal is a $100,000 salary, you would start the negotiation by anchoring your offer at $135,000.

Example: “Based on my extensive experience and the industry standards, I’m considering a starting salary of $135,000.”

This high anchor does two things: It positions you as confident in your value and establishes a range that keeps the negotiation in your favor.

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2. Plan Your Decreasing Increments

As the negotiation progresses, it’s essential to show flexibility while gradually moving closer to your target. The next steps involve planned decreases in your offer.

• Second Offer (115% of Target): After the initial offer, move down to 115% of your target salary, which in this case is $115,000. This figure keeps you above your target while demonstrating your willingness to negotiate.
  Example: “Considering the responsibilities of this role, I believe $115,000 would be a more realistic number.”
• Third Offer (105% of Target): If further concessions are necessary, drop your offer to 105% of your target, or $105,000. This number is close to your target but allows you to retain some leverage.
  Example: “After reassessing the position’s demands, $105,000 seems like a fair offer.”
• Final Offer (100% of Target): Finally, bring your offer to your target salary of $100,000. Using a precise figure at this stage signals that you’re nearing your limit and reinforces the seriousness of your proposal.
  Example: “To wrap things up, I’d be willing to settle at $100,000, which accurately reflects my experience and the value I bring to this role.”

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3. Use Empathy and Tactical No’s

Throughout the negotiation, it’s crucial to maintain the conversation by using empathy and calibrated questions. If the employer counters with a lower offer, respond in a way that keeps the dialogue open and constructive.

Example: “I understand your constraints, but $XX, XXX doesn’t align with the value I bring. How can we work together to reach a mutually beneficial agreement?”

This approach ensures that you’re negotiating your salary and building a positive relationship with your employer.

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4. Use Precise Numbers

When you reach your final offer, use precise, non-round numbers to give your proposal credibility. For instance, instead of offering $100,000, you might suggest $99,750. This specificity makes your offer seem more considered and calculated.

Example: “Given all factors, I’d be comfortable with $99,750, which reflects the value I bring.”

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5. Add a Non-Monetary Item

If you sense that your final salary offer is difficult for the employer to meet, consider adding emoluments that come with the position, like professional development opportunities, an additional week of vacation time, flexible work arrangements, relocation assistance, or any other benefit that might sweeten the deal. 

Example: “If $99,750 is challenging, I’d be willing to consider this amount if we could include an additional week of vacation or a flexible work-from-home option.”

Summary of Salary Negotiation Offers (in Reverse Order):

• $135,000 (Initial offer – 135% of target)
• $115,000 (Second offer – 115% of target)
• $105,000 (Third offer – 105% of target)
• $99,750 (Final offer – 100% of target with a precise number)
• Final offer with a non-monetary concession: $99,750 + an extra week of vacation or flexible work arrangements.

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Conclusion: Confidently Navigate Your Salary Negotiations and Get What You Deserve

By reversing the Ackerman method, you start with a high anchor, make strategic concessions along the way, and guide the negotiation toward your target salary. You might not need to follow the steps exactly or need to make as many counteroffers. However, this approach positions you as confident and knowledgeable and allows you to maintain control of the negotiation while demonstrating flexibility and reasonableness throughout the process. Starting high in a salary negotiation isn’t just about aiming for the moon and hoping to land among the stars—it’s about ensuring you land where you truly deserve. I am going to keep this in mind the next time I need to negotiate my salary.

Would you try this method? What strategies have worked for you in salary negotiations? I’d love to hear your insights!

With love and getting paid what you deserve,

Tamera