Mastering Salary Negotiation with John Gates

Episode 219

Released 2025-10-16

Guest: John Gates, Founder of Salary Coach

Episode Summary

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 maximize your compensation.

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

1. Give a number (usually a mistake)
2. Refuse to answer (risky—you might get bounced)
3. 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

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