Job Negotiations

Negotiable offers a collection of resources specifically about job and career negotiations. These materials build on Negotiable’s content on general bargaining.

The short answer is: no. We’ve drawn on Negotiable’s general approach to bargaining to create a set of materials focused specifically on job negotiations. In as little as an hour, you can make great progress in understanding a number of critical “good practices” for job negotiations and applying them to the situation you face. As a starting point, we recommend that you begin with our two job negotiation episodes (about 8 minutes each). Then, work through our Job Negotiations Workbook, which guides you to apply the good practices from the episodes to your own situation. Some people spend 15-20 minutes on the workbook, others spend an hour or more revisiting and refining their notes. If time permits, you could team up with someone to do one or more of our job negotiation roleplays. Most people find that it takes about an hour to prepare, conduct a roleplay, and then debrief it.

You don’t need to be familiar with any of Negotiable’s others materials to understand and get value from our job negotiation materials.

That said, our advice about job negotiations is rooted in our overall approach to negotiations, including key concepts such as the Five Dramas, the Dealmaker’s Dilemma, and Information Strategy. While it’s possible to get great value from focusing only on our job negotiation materials, we believe that people who build their broader negotiation capabilities are more likely to succeed in job negotiations. Accordingly, we encourage you to consider exploring our other materials, including our general episodes on how think about, prepare for, and act in negotiations. You can use our assessments to diagnose yourself as negotiator and receive individualized advice about development. And our non-job negotiation roleplays provide additional opportunities to practice and develop your skills.


Whether it’s bargaining over the terms of a new job, or seeking better terms for a current job, some of the most important negotiations of our lives are job negotiations. And Negotiable’s job negotiation materials work together to help you get ready and succeed.

Our job negotiation episodes are a great place to start. Each lasts about eight minutes. Together, they cover ten good practices for succeeding in a job negotiation.

Not yet a Negotiable subscriber? Click here for a brief preview of our job negotiation videos.

Click here to see all of Negotiable’s episodes, including those not specific to job negotiations.

Our Job Negotiation Workbook guides you to apply the good practices described in our job negotiation episodes to your own situation. There are two versions of the workbook. One for people preparing to negotiate over a new job. Another for people seeking different or better terms in a current job (e.g., asking for a promotion or raise). Pick the workbook that fits your situation.

Some people skim the workbook, taking initial notes in as little as 15-20 minutes. Others spend an hour or more, revisiting and refining their notes. Many people get value from discussing their responses with other people.

Click here to see all of Negotiable’s worksheets, including those not specific to job negotiations.

Our Job Negotiation Phrasebook presents a collection of possible phrases for different parts of a job negotiation conversation. Many users quickly review these phrases, finding some that help them prepare for what to say or how to respond.

Our job negotiation roleplays provide a chance for hands-on practice. For nearly everyone who uses them, the experience provides insights into bargaining dynamics and also about themselves. We recommend starting with a BASIC roleplay, focused on compensation. You might then try an INTERMEDIATE or ADVANCED roleplay, which feature multiple issues. We offer three roleplays in a for-profit context and three in a non-profit context. Pick whichever context feels right for you.

For additional details and suggestions, including how to pick a single roleplay or a sequence of them, see our Guide to Job Negotiation Roleplays. The guide also provides suggestions on how you could roleplay your own upcoming situation.

Click here to see all of Negotiable’s roleplays, including those not specific to job negotiations.


Putting it all together

Once you have access to Negotiable, how should you proceed? Tune your approach to your interests and schedule. Below is one model users find helpful, spending an hour or two weaving between videos, worksheets, and roleplays. You could tackle this in one sitting—or spread it out over days or weeks. You might also consider working with a mentor—see our suggestions for mentoring models.

  • Watch Job Negotiations, Part 1

    View our initial job negotiation episode, covering the first five of ten good practices we emphasize. Time: about 8 minutes.

    Watch the video
  • Complete worksheets 1-5 in the Job Negotiations Workbook

    These worksheets provide structure for applying the initial five good practices to your own situation. Time: about 10-20 minutes.

    Download the workbook for new job negotiations
    Download the workbook for current job negotiations
  • OPTIONAL: Do one or more roleplays

    Team up with someone for hands-on practice, choosing one or more of our job negotiation roleplays. This experience builds on the first five good practices we address. Roleplays can be skipped—or done at any time. Time: about 30-60 minutes per roleplay.

    Visit the roleplays page
  • Watch Job Negotiations, Part 2

    View our second job negotiation episode, covering the remaining five of ten good practices we emphasize. Time: about 8 minutes.

    Watch the video
  • Complete worksheets 6-10 in the Job Negotiations Workbook

    These worksheets provide structure for applying the remaining five good practices to your own situation. Time: about 10-20 minutes.

    Download the workbook for new job negotiations
    Download the workbook for current job negotiations
  • OPTIONAL: Review the Job Negotiations Phrasebook

    The phrasebook offers possible ways for expressing yourself during the course of bargaining. You could review this after working through the workbook. If you’re doing a roleplay, you might review the phrasebook before conducting the roleplay. Time: about 5-15 minutes.

    Download the phrasebook

Where you go from there is up to you. Here are three options to consider.

  • Review your workbook with someone else

    Talking with a trusted peer or mentor about your initial responses in the workbook can be a tremendous help in refining your thinking and game plan.

  • Roleplay your situation

    Whether or not you’ve used our roleplay scenarios, it can be a great help to roleplay the conversation you expect to face. Our Job Negotiations Workbook provides suggestions for how to do so. You might review the Job Negotiations Phrasebook in advance to help find words and phrases that you could practice using.

  • Build your broader negotiation skills

    Explore other Negotiable materials to develop your capabilities. Our assessments can help you diagnose your style, providing individualized suggestions for development. Our general episodes dive deeper into topics highlighted in our job negotiation videos. And our general roleplays provide additional challenges and opportunities to practice.


Beyond job negotiations

Once you’ve worked through our material on job negotiations, you may wish to go further in building your broader negotiation capabilities. We see negotiation as a life skill, relevant to leadership and personal effectiveness. Here are three suggestions for how you might go further.

  • Take the Habits and Practices assessment

    This assessment (which takes about 5 minutes to do) yields an individualized report with recommendations for leveraging strengths and addressing areas for development.

    Go to the assessment
  • Watch Part 1 of our general episodes

    In less than an hour, you can watch our five initial episodes featuring examples and suggestions that lay the groundwork for thinking effectively about negotiations in general.

    Go to the Episode Map
  • Do the Opening Night roleplay

    This roleplay guides users to create their own payoff tables, a method you could apply to an upcoming job negotiation. A great follow-up to our job negotiation roleplays.

    Go to the Roleplays page

One final thought for your ongoing learning: if you can, make it social. Many people get value from working through these ideas with a mentor. See our Guide for Mentees and Guide for Mentors for suggestions, ranging from a single conversation to a series of meetings. You might also consider linking up with one or more people to form a Deal Team, working through some of Negotiable materials together. See our Deal Team Guide for suggestions on teaming up and activities.

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