You’re going for a job that is a step up, or larger in scope than anything you’ve done before, and the hiring manager offers you the job! Way to go! However, she offers you a low salary, saying that you’re a risk because she doesn’t have proof that you will succeed. Since you haven’t actually done this job, or something very similar, she may think that your compensation should be less than someone who has done this exact work before. 

However, now that you’re into the negotiations, remember what you have on your side: she offered you the job! This means that she’s confident in your abilities. If she didn’t believe that you could step up to this promotion or bigger role, than she wouldn’t have made you the offer in the first place.  

You counter by reminding her that compensation should reflect the work that the role demands, not her concerns about the risk of hiring you. Remind her that every hire is a risk—even the ones with seemingly identical experience. New employees are risks beyond the role, as a company is assessing if their personalities will jive with the company’s culture, and if their management style aligns with the management principles to which the company adheres. 

Focus on reminding her that you’re bringing experience and an interest in learning and developing. You’re open to having her shape your style and seeing how your approach complements the company’s. You want her to remember that these qualities are more valuable than someone who has done this exact work for years, but who is likely set in her ways and not open to letting the company impact her growth. 

However, take the time to validate her concerns and provide her with other ways to address said “risk” (that don’t involve your pay). You may suggest extra trainings or supervisions in order to secure your success.

Have you negotiated up from a lowball offer? Tell us about it!