Released 2025-10-16

Guest: John Gates, Founder of Salary Coach

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.

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

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

"I set a goal to cover my annual salary every month in negotiation savings with candidates. I hit that goal most of the time."

"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."

Book: Act Your Wage and How to Get It by John Gates (available on Amazon)

Connect with John: Linkedin

The Executive Edge: Practical skills you can apply to achieve and maintain success in life and business.