521. Expert Interview: Countering that Lowball Salary Offer

Victoria Pynchon

After laboring for 25 years in the field of high-stakes business litigation, Victoria Pynchon took a mediation course that changed her business and her life. Nearly a decade after receiving her degree in conflict resolution from the world-famous Straus Institute, Victoria has built a prosperous business called She Negotiates, through which she provides consulting and training. More importantly, she is helping individual women close their own personal gender wage gap.

How to Counter That Lowball Salary Offer

“I don’t know anyone who doesn’t have some fear about making a counter offer when they’ve been offered a job or even when they’re negotiating the purchase of a house. In any kind of negotiation, people are fearful that their negotiation partner is going to walk away and withdraw the offer, and they often leave a lot of money on the table because of that.”

Why Is This Important?

“Everyone is being underpaid. If you haven’t negotiated an increase that’s more than 2% or 3%, then you’re being underpaid. Corporate America is sitting on piles of cash—piles and piles. I mean, they don’t know what to do with it. Let them sprinkle a little on you. A lot of companies still think their employees are lucky to be employed. If you are a high-performing employee and you are being undercompensated, then do something about it.”

What Are the Key Lessons Learned Here?

“In negotiation, we’re having a conversation whose purpose is to reach an agreement that is beneficial to both parties. Each individual negotiation calls for some individual response, but there are general principles that come into play and are tailored to fit each particular need. You want to know why your employer’s filling this particular job, what disappointments they’ve had with former employees, and where you can be the most valuable. You want to frame yourself as serving the interest of the business or individual with whom you’re negotiating.”