389: How to Lead Salary Negotiations Candidates Say Yes To with John Gates
The Modern Manager
When to discuss pay during the process
Mamie and John debate timing: screening checks versus deep post-interview compensation talks.
Salary conversations are inherently complex and challenging, filled with hidden traps. They are high-stakes, deeply personal, and blend factors like budgets, fairness, expectations, and emotions. Since these discussions are infrequent, many managers lack the necessary practice, which adds to the difficulty.
Fortunately, this week’s guest breaks down exactly how to navigate compensation conversations with confidence, clarity, and leverage, without damaging relationships or risking the offer.
John Gates is an author and founder of Salary Coach, where he helps C-suite executives and senior leaders negotiate higher compensation packages without risking their job offers or future relationships. John’s unique approach, born from his extensive experience in corporate recruiting, consistently helps his clients secure 10-20% more in their pay packages, even in challenging job markets.
In this episode, we explore the biggest mistakes candidates and managers make when discussing pay, how to respond to the dreaded “What are your salary expectations?” question, and how to negotiate thoughtfully before an offer is on the table. If you want to avoid losing great candidates and negotiate with confidence, this conversation is for you.
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Conversation Topics
- (00:00) Introduction
- (02:05) Why salary conversations feel so intimidating
- (05:48) The biggest mistake candidates make early in the process
- (08:41) How recruiters decide whether to move you forward
- (12:10) A smarter way to answer “What are your salary expectations?”
- (17:06) Why giving a range protects your leverage
- (21:42) The danger of accepting an offer too quickly
- (26:09) Common fears that stop people from negotiating
- (30:12) How effective negotiation actually works
- (33:16) [Extended] The exact script for handling salary screeners
- (37:59) [Extended] Gender differences in negotiation fears
- (45:02) [Extended] Using trade-offs and benefits to close compensation gaps
📚 Additional Resources:
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Keep up with John Gates
- Connect with John on LinkedIn: https://www.linkedin.com/in/johngates-salarycoach/
Guest Bonus: Free PDF download of Chapter 5 of his book: Use a Range, not a Number.
John is providing members of podcast+ a PDF download of Chapter 5 of his book: Use a Range, not a Number. In this chapter, he provides actionable advice and plug-and-play scripts for how to talk about a salary range so you avoid getting screened and don’t end up leaving money on the table.
To get this bonus and many other member benefits, become a member of The Modern Manager Podcast+ Community.
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