Ex-Goldman Sachs recruiter reveals a salary negotiation trick that works ‘time and time again'

Chanelle Howell is a New York-city based recruiter and career consultant who has worked with Goldman Sachs between 2020 and 2023. (Image credit: LinkedIn)

Chanelle Howell, 31, has interviewed hundreds while working for Goldman Sachs in New York and she has a tip for job seekers that might help them negotiate their salary better with recruiters.

Howell -- who was a diversity recruiter with the investment banking company for more than three years -- told CNBC Make It that she’s seen this strategy work “time and time again”. In situations where you know the pay range while applying for the job, leverage it to get a better salary offer, she said.

For example, if you are applying for a position that states the salary range is between Rs 20 lakh and Rs 30 lakh per annum, during an interview with the hiring manager or recruiter, ask them if they can share what skills and experiences separate the Rs 20 lakh candidate from the Rs 30 lakh, Howell said.

This question will prompt the recruiter to explain the traits or skills they are looking at for their top-paying candidate. For example, they might say the candidate should have a certain number of years in the field, led specific projects, managed teams or is an expert in specific skills. Howell suggests using this information to shape your answers based on your own background and experience. "The key is to repeat these qualities throughout your interview. To help build your case for why you’re a star candidate," Howell told CNBC Make It. Then, “later in the negotiation process, you can use their literal words to justify why you deserve more money,” she the career consultant added.

In case you are not aware of the pay range of the job when applying for it, you can still request your recruiter for the details and point out that it’s a growing practice. “A lot of companies are sharing pay ranges with candidates. Can you share the range for this role?”

The former Goldman Sachs recruiter added, “The key is to push your potential employer to quantify exactly why someone deserves that dollar amount and then to create your story around that."

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