Negotiating Money: From Salary Negotiation to Business Deals

How to prepare and what to say when negotiating salary or a business deal, with practical scripts and techniques from Never Split the Difference.

HR asks, "What salary are you expecting?" You hesitate, then name a number lower than you planned because you are afraid of looking greedy. Or a client asks for a discount and you give it immediately for fear of losing the deal. Money is something many Thai people are uncomfortable talking about directly, but without preparation you will always be at a disadvantage. The good news: negotiating money is a skill you can practise.

What negotiating money really is

Negotiating money is not about beating the other side. It is about finding a number and terms that reflect the value you provide and that the other side can accept. The same principles apply when negotiating salary with HR and price with a client or supplier, because both are exchanges of value for money.

Negotiating salary

Before the interview: do your homework

• Research the range: look at similar job postings, recruitment firms' salary reports, and ask people in the field. See examples in tech salaries and fresh graduate salaries
• Prepare three numbers: your target, your acceptable figure, and the floor below which you will decline
• Prepare evidence of value: measurable results, rare skills, directly relevant experience

During the negotiation

• Ask for the range first if you can: "Could you share the budget range for this role so we're aligned?"
• If you must go first, give a reasoned range: "Based on market data and my relevant experience, I'm expecting X to Y."
• Use data, not personal need: "My mortgage is high" is not a reason for a company to pay more; "I've cut this cost before" is
• Negotiate the whole package: bonus, WFH days, training budget, a salary review after probation. More in salary negotiation tips

When the offer is lower than you hoped

"Thank you for the offer. I'm very interested in this role, but the number is below what I expected. If the base salary could move to X, or if there were a salary review after probation, I'd be ready to accept." This confirms interest, states a clear number and offers an option.

Negotiating business deals

Three rules

1. Start with value, not price: show the client what the problem you solve is worth, then talk price
2. Anchor with reason: the first number on the table often becomes the reference point for the whole discussion. Set it high enough but explainable
3. Never discount for free: every concession should get something back, such as faster payment, a longer contract or reduced scope. "We can do 5% off if paid in full within 15 days."

Example: the client asks for a discount

Client: "That's a bit expensive. Can you go lower?" Instead of cutting immediately, ask "Compared with what?" or "Which part of the proposal doesn't feel worth it yet?" The answer tells you whether the issue is really price or unclear value.

Techniques from Never Split the Difference

The book by Chris Voss, a former FBI hostage negotiator, offers techniques that work at work, for example:

• Mirroring: repeat the last few key words the other person said, with a questioning tone, and they will explain more. "Limited budget...?"
• Labeling: name the other person's feeling. "It sounds like you're worried about the risk if the project runs late."
• No-oriented questions: "Would it be a problem if I asked to review the numbers again?" People feel safer answering "no" than being pushed toward "yes".

To learn this approach in depth, see the course FBI Negotiation from Never Split the Difference.

Good money negotiators do not talk about money all the time. They talk about value.

Common mistakes

• Accepting the first offer on the spot out of excitement, without asking for time
• Lying about other offers. If caught, trust is gone instantly
• Negotiating so aggressively that the relationship suffers, when you have to work together for a long time

Where to start

1. Write down your three numbers with the reasoning behind each
2. List three measurable achievements to explain your value
3. List at least five things you can negotiate besides salary or price
4. Rehearse your key sentences out loud until they come naturally
5. If talks get stuck, read Handling Deadlock

To rehearse salary questions before a real interview, try Plants.work Interview Lab, and if you are looking for a new role, browse open jobs. To learn how people in your field approach salary talks, talk to a mentor on Plants.work.