In this episode, we break down one of the most overlooked negotiation traps: how people give away their leverage when they think they’re actually helping their case. From revealing salary history to competing offers to personal disclosures, even senior leaders can unintentionally anchor themselves low and limit their earning power.
Our conversation covers:
How one of our high performing, executive clients made a fatal mistake in their negotiations thinking they were actually helping their case
Why sharing salary history instantly anchors the negotiation and erases options you didn’t know you had
How companies subtly steer candidates into revealing information they’re legally protected from sharing
Why “market data” is far less reliable than people think. The real number that matters is the top of their budget - we can never know that number but here’s what to do about it.
The compounding cost of leaving even a small amount of salary on the table and how it shapes every raise, promotion, and future offer
How disclosing pregnancies, relocations, side projects, or “I’m not talking to anyone else” can shift power
Why naming competing companies or industries collapses your leverage, and how to keep optionality without lying
Most leverage is lost in moments that feel harmless. The more intentional you are with what you share, the more confidently you can negotiate for the future you want.
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