HR Insights: The Podcast. Series 7: Perfecting Negotiation: Earn More, Fear less

In this episode, Stuart Elliott sits down with John Gates, a former recruiter turned internationally bestselling author of Act Your Wage, to uncover the art and strategy of pay negotiation. John shares his journey from humble beginnings, working his way through college, to becoming a trusted advisor for C-suite executives and senior leaders through his business, Salary Coach. Over the years, he’s developed a proven method to help candidates secure better compensation packages without risking job offers or damaging relationships.

Drawing from his own experiences, John reveals why fear holds most people back in pay negotiations and how to overcome them. He breaks down common mistakes candidates make, the nuances of pay transparency, and the importance of timing and leverage when asking for what you’re worth. Whether you’re a senior leader navigating high-stakes negotiations or simply looking to better understand your value, John’s refined Salary Coach method offers a roadmap to maximise your compensation while maintaining professionalism and trust.

Get to know John

John Gates is an author and founder of Salary Coach, where he helps C-Suite executives and senior leaders negotiate higher compensation packages without risking their job offers or future relationships. John’s unique approach, born from his extensive experience in corporate recruiting, consistently helps his clients secure 10-20% more in their pay packages, even in challenging job markets.

John’s journey began when a sudden job loss led him to a low-paying role at a temporary agency, struggling to support his young family. The turning point came when he realised the power of leverage during his own salary negotiation, securing a substantial offer from Capital One despite initial fears. 

Through his journey, John developed a unique approach to help senior-level professionals navigate salary negotiations with confidence, using what he calls the Salary Coach Method.

Key Timestamps

04:27 - John's background and career history

12:50 - The lessons John has learnt about negotiation

16:40 - Why Senior Executives struggle to negotiate

24:28 - 'Know your worth' tactics

36:48 - The Salary Coach method 

42:48 - Advice for people who are cynical of recruiters