BuildForReal with Marcus Bennett · Careers & Income
Salary Negotiation Conversation Worksheet
Plan the ninety seconds where you have to say something out loud:
thanks, truthful reason, clear request, then pause.
The four moves
Thanks. One sentence. Genuine, short, no preamble.
Truthful reason. One reason you can defend if questioned.
Clear request. One number or one specific term. Not a range.
Pause. Stop talking. Let them answer before you add anything.
Fill this in before the conversation
Field
Your answer
Example (fictional)
Role / title
Operations Analyst
Market evidence you actually have
Two published ranges and one recruiter conversation
Current / offered base salary
$78,000
Total compensation (base + bonus + equity + benefits)
Base plus 5% target bonus
Exact request (one number or one term)
A base of $84,000
Fallback you would genuinely accept
Base held, review at six months in writing
Follow-up: how and when
Email summary same day; check back Friday
Write your four sentences
1. Thanks
2. Truthful reason
3. Clear request
4. Pause — what will you do with the silence?
The $78,000 figure above is fictional and illustrative only. It is not a target,
a benchmark, or a promised raise. Your situation, market and employer differ.