In a recent LinkedIn post, career coach Liz Ryan addresses a common and often tricky situation job seekers face: negotiating salary when the role turns out to be more complex than initially described. Ryan’s advice focuses on maintaining a confident and calm approach, even when faced with a potentially disappointing offer.
Ryan begins by congratulating the job seeker on reaching the offer stage, emphasizing the importance of mindset. She advises against entering the negotiation with a combative attitude.
“First thing, don’t go into the conversation with the mindset that you’re going to have to fight or that it won’t go well. Do whatever combination of deep breathing, exercise, and meditation you like to help you feel calm and confident in the meeting.”
This perspective, according to Ryan, sets the stage for a more productive conversation. She highlights that the job seeker has already demonstrated their value by getting to this point.
Shifting the Negotiation Narrative
A key point Ryan makes is how to respond when a hiring manager presents the initial salary target as non-negotiable, especially if the role’s scope has changed. She suggests a calm and direct approach.
“If the hiring manager offers me the job on our Zoom call tomorrow, but the salary is low, I will explain that the job is quite different from what was discussed weeks ago.”
Ryan stresses that the job seeker should not be afraid to articulate that the responsibilities and complexity of the role have evolved since the initial discussions with the recruiter. This is not about reneging on a previous statement but about accurately reflecting the current understanding of the position.
Framing the Salary Discussion
When faced with the hiring manager’s potential pushback, such as “You gave us your salary target, so that’s what I’m offering you,” Ryan offers a specific script. Her recommended response focuses on the increased value of the evolved role and seeks to collaboratively find a solution.
“I’m very interested and I’d like to accept the offer. We are a little ways apart on salary. The role is both more interesting and worth more than what I discussed with the recruiter. Is now a good time to explore ways to bridge that gap?”
As Ryan points out, this phrasing keeps the conversation positive and solution-oriented. It acknowledges the offer while clearly stating the discrepancy and the perceived increased value of the position. She frames these challenging conversations as opportunities for professional growth.
“These conversations are exactly how we grow our muscles. You’ve got this. Here’s to you!”
Ryan’s advice underscores the importance of preparation, a confident demeanor, and clear communication when navigating salary negotiations. By focusing on the evolving nature of the role and framing the discussion collaboratively, job seekers can increase their chances of reaching a mutually agreeable outcome, as advocated by Liz Ryan.
📝 About This Content
This article is based on insights shared by Liz Ryan on LinkedIn.
📅 Originally posted on November 24, 2025 | View original post on LinkedIn →