Advice on seeking a pay rise often emphasises being conciliatory and emphasising your worth. Celebrity agent Max Markson advocates a simpler approach: name your price and then don't say another word.
Picture by Patrick Riviere/Getty Images
In a piece on salary negotiations published by movie industry magazine Encore, Markson explains his recommended take-no-prisoners approach:
One of the key mistakes people make during negotiations is to talk. Say what you want, then shut up. He who breaks the silence, loses. If you want $50,000, say ‘I want $50,000…’ Don’t then start talking about why you deserve the money and things like that. They have to answer you. The other key point is to start high -- you can always come down.
This tactic is a variant on one we've noted before: simply repeating an offer when it is made and then sitting in silence. Justification has its place, but so does not overplaying your hand.
How to negotiate a pay rise [Encore (republished on Mumbrella)]