When to use it
Use it to judge whether a deal is realistic and where to aim within the range.
How to apply it
- Set your walk-away figure using your BATNA.
- Research the likely employer range using job adverts, recruiters and salary surveys.
- Estimate the other side's maximum, considering pay bands and recruitment costs.
- Map both ranges and identify the overlap.
- Aim your opening towards the top end of the overlap, backed by evidence.
Tip: If there is no overlap on salary, widen the deal to other terms rather than giving up immediately.