Use these 3 scripts to confidently control how you negotiate

You’ve been interviewing for your dream role.

Everything’s gone well. The company loves your experience, and you’re excited to make a big impact.

Then the hiring manager asks the dreaded question:

“What salary range are you looking for?”

You freeze. In that moment, you’re tempted to name a number. After all, you know what you want, right?

But here’s the truth:

By saying the first number—what’s called “anchoring”—you could end up leaving money on the table.

The Problem

Setting the first number in a negotiation is like showing your cards before you’ve seen theirs.

2 things could happen:

You anchor too low and leave money on the table.

Or you go too high and risk turning them off.

Once that number’s out, it’s tough to pivot without looking unsure. But when you let them go first, you gain insight into their expectations and flexibility.

And then, you can strategically steer the conversation—and outcome—in your favor.

The Big Small Thing

Instead of anchoring, guide the conversation to encourage them to reveal their range or expectations first.

Here are 3 situations where you might be tempted to anchor—and exactly what to say instead:

1. When Discussing Salary Expectations in an Interview

Tempted to say: “I’m looking for $85,000–$95,000.”

Instead, say:

“I’m open to discussing a range that reflects my skills and experience. Could you share what the salary range is for this role?”

Why it works:

This approach encourages them to reveal their budget first. Once they share their range, you’re in a stronger position to negotiate and avoid underselling yourself.

Plus, in some states, it’s actually a legal requirement that employers disclose the salary range. That should give you the confidence that you can sit tight and let them do the talking first.

2. When Pitching Your Rate to a New Client or Project

Tempted to say: “My rate is $X per hour/project.”

Instead, say:

“I’d love to understand more about your budget for this project, so I can offer the best solution within your range. Could you share what you were looking to invest?”

Why it works:

This frames you as flexible while prompting the client to anchor first. Once they name a range, you can position your offer strategically.

3. When Setting Expectations for a Raise with Your Boss

Tempted to say: “I’d like a 10% raise to reflect my performance.”

Instead, say:

“I’d love to talk about how my contributions have positively impacted the team and discuss ways to align my compensation with my work. Could you share what might be possible?”

Why it works:

This lets you emphasize your value without setting a hard number. It keeps things open-ended and may open the door for a bigger raise than you expected.

(Why suggest 10% when the typical raise is 15%?! Or 20% when typical is 5%, and you come across out-of-touch.)

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How This Helps You Chase What You Want

By avoiding the anchor, you’re keeping the control on your side.

You’ll see their hand first, giving you valuable insight to shape a strategy that works for you.

So next time you’re negotiating, resist the urge to throw out that first number.

Let them go first, and watch how much more you can gain.