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This chapter summarizes Pilo Massimino’s in-depth advice on salary and benefits negotiation for international job offers, emphasizing market research, internal validation, and the importance of negotiating the entire package.

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Chapter 20: The Art of Negotiation—Maximizing Your International Offer

Getting an international job offer is just the first step; the second, and arguably most important, is negotiating the best possible package. Pilo Massimino breaks down the process into strategic steps focused on preparation and maximizing value.

Market Research: Know Your Value

You must treat the salary negotiation not as a request, but as an informed discussion based on data.

• The Golden Rule: The first and most critical rule is to research the market salary range for your specific role in the target city (e.g., Dublin). This knowledge provides confidence and dictates your strategy.
• The Data Point: Don’t rely on just one source; look at multiple job platforms (like LinkedIn or local job boards) and salary guides to establish a credible low, medium, and high range.

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The Negotiation Strategy: Setting the Anchor

Pilo advises always letting the company make the first offer, if possible, but if you must provide a number, set a high but reasonable anchor.

• Internal Validation: If the company asks for your desired salary, they are trying to understand your expectations. Your goal is to align your request with the market’s high end.
• The Power of the Range: Instead of giving a single number, provide a salary range based on your market research. This immediately signals that you are an informed candidate who knows their value.
• Negotiation Tactics: If the company’s offer is lower than your researched range, you must be prepared to justify your higher request by referencing your specialized skills, years of experience, or unique contributions.

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Beyond Salary: Negotiate the Total Package

A common mistake is focusing only on the base salary. Pilo stresses that the true value is in the entire compensation package.

• The Stock/Equity Component: Always inquire about stock options or Restricted Stock Units (RSUs). These benefits, often offered by larger tech companies, can add significant long-term value that often exceeds the base salary.
• The Relocation/Benefits Component: You must negotiate the entire package, which includes:
  • Relocation Package: Ensure this covers more than just the flight (e.g., shipping, temporary accommodation).
  • Vacation/Time Off: Confirm the number of paid vacation days (standard in Europe is often 20+ days).
  • Health Insurance: Understand the level of private medical coverage offered.

Making the Final Decision

• Weighing the Intangibles: When comparing offers, weigh the non-monetary factors like company culture, work-life balance (flexibility), and career progression opportunities. A high salary in a toxic environment may not be worth it.
• Confidence is Key: Never accept an offer out of fear of not getting another. The entire negotiation should project that you are a highly valuable candidate who is choosing the best opportunity, not just taking what is offered.