Mastering Salary Negotiations - with John Gates
In Episode 219 of The Executive Edge I sit down with veteran recruiter John Gates, who shares over 30 years of insider knowledge on salary negotiation.
With 75,000+ job offers under his belt, John reveals why 80% of people don't negotiate at all—and how much money they're leaving on the table.
This episode is packed with practical techniques you can use immediately to maximise your pay.
Key Takeaways
Why People Don't Negotiate
Fear of losing the opportunity trumps everything else
Most people lowball themselves at the first pay discussion
The fear multiplies 10x when the actual offer arrives
The Three Options When Asked About Salary
Give a number (usually a mistake)
Refuse to answer (risky—you might get bounced)
Use a range (the smart play)
Secret Techniques Revealed
Turn the question around: "What's your budget for the position?"
Master the 8-10 second silence after asking
Use overlapping ranges to avoid painting yourself into a corner
Remember: Their "top" number is never really the top
The Current Job Market Reality
White-collar recession hitting hard in the US
Unprecedented layoffs combined with AI emergence
Resume gaps are creating unfair bias against talented candidates
Employers missing opportunities with loyal, hungry talent
Memorable quotes:
"If you said 'I want £200,000,' they're going to offer you £200,000. What if they could have offered you £240,000? You just left £40,000 on the table."
"A great negotiation should be a collaboration that improves your relationships on the way in instead of damaging them."
Resources
Book: Act You Wage and How to Get It by John Gates (available on Amazon)
Connect with John:
The Executive Edge - The podcast for practical skills you can apply to achieve and maintain success in life and business.
