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Negotiating salary can be daunting. Applying the proven strategies of Chris Voss—former FBI hostage negotiator and author of Never Split the Difference—can transform the process into a collaborative, high-impact conversation. Voss’s approach is rooted in tactical empathy, strategic questioning, and a deep understanding of human psychology.
Here’s how to negotiate your salary compensation like Chris Voss.
Shifting the Mindset: Salary Negotiation Is a Deal, Not a Demand
Chris Voss emphasizes that every salary negotiation is fundamentally a deal, not a confrontation. Your goal is to build a long-term, trusted relationship with your employer—not just to extract a higher number.
Employers often expect employees to approach negotiations with self-interest. Your first move should be to reframe the conversation. Focus on how you can create more value for the company, not just for yourself.
Tactical Empathy: Understanding Their Perspective
Tactical empathy is the cornerstone of Voss’s negotiation style. This means genuinely seeking to understand your employer’s constraints, goals, and concerns.
Start by asking questions like, “How can I be more valuable to you?” or “What would make my role even more impactful for the team?” This approach immediately shifts the dynamic from adversarial to collaborative. It makes your manager more receptive to your requests.
Mastering the Tools: Mirroring, Labeling, and Calibrated Questions
Voss’s toolkit includes several powerful communication techniques.
Mirroring involves repeating the last few words your counterpart says. This encourages them to elaborate and reveals more information.
Labeling uses phrases like “It seems like…” or “It sounds like…” to acknowledge their emotions or concerns. This validates their perspective and builds rapport.
Calibrated questions, such as “How can we work together to reach a fair agreement?” make your counterpart feel in control. At the same time, they guide the conversation toward your goals.
The Power of “No” and “That’s Right”
Voss teaches that getting a “no” is often more productive than pushing for a “yes.” When people say “no,” they feel safe and in control. This opens the door for honest dialogue.
Similarly, aim for moments when your counterpart says, “That’s right.” This signals true understanding and alignment. It’s more powerful than a simple “yes.”.
The Ackerman Model: Structuring Your Offer
When it’s time to discuss numbers, Voss recommends the Ackerman model. This is a systematic approach to making offers.
First, set your target salary and make your initial offer at 65% of your target. Gradually increase to 85%, then 95%, and finally 100% of your target in subsequent rounds. Use precise, non-round numbers to give your offer credibility.
On your final offer, add a non-monetary perk to signal you’re at your limit. This method encourages back-and-forth, fostering reciprocity and increasing the likelihood of reaching your desired outcome.
Beyond Base Salary: Negotiating the Whole Package
Voss advises being “pleasantly persistent” on non-salary terms, such as bonuses, equity, vacation, or remote work options.
Define what success looks like in your role and propose metrics for future raises. This aligns your interests with the company’s long-term goals.
Preparation and Research: Know Your Value
Before entering negotiations, research industry salary trends, the company’s compensation structure, and your own market value. Come prepared with data and clear reasons for your request, such as unique skills, experience, or cultural fit.
This preparation demonstrates professionalism and strengthens your position.
Navigating Pushback and Deadlines
Expect resistance and delays. Use tactical empathy and calibrated questions to uncover constraints and find creative solutions.
Avoid ultimatums, remain patient, and always be polite and professional. If you reach an impasse, ask what additional information or achievements would justify your request in the future.
Building Long-Term Value
Voss reminds us that salary is just one part of your career journey. Focus on negotiating terms that support your professional growth and position you for future success—not just immediate financial gain.
By prioritizing relationship-building and mutual benefit, you’ll not only secure better compensation but also lay the groundwork for ongoing advancement.
Applying Chris Voss’s negotiation strategies transforms salary discussions from stressful encounters into opportunities for collaboration and growth. With tactical empathy, strategic questioning, and a clear plan, you can negotiate compensation that reflects your true value—while earning the trust and respect of your employer.
