Salary Negotiation Pre-Conditioning: The Smartest Move You’re Not Making
When most people think about negotiating their salary, they imagine a single big moment: sitting across the table from their manager, presenting their case, and waiting for the response.
But here’s the truth — that’s not when the negotiation starts.
It starts weeks earlier, often in subtle, deliberate and strategic moments.
This early-stage approach is what I call 'Pre-Conditioning' — and it could be the difference between getting what you want and walking away with a .... “we’ll review this next quarter.”
What Is Negotiation Pre-Conditioning?
Pre-conditioning is the process of preparing the environment and mindset of the person you’ll be negotiating with, before the actual discussion begins.
▶︎ It’s not manipulation.
▶︎ It’s not bluffing.
▶︎ It’s about information, positioning, and psychological readiness.... on both sides.
Why It Matters
Salary negotiations are not just about data and performance.
They’re about:
- Timing
- Perception
- Emotional Comfort
- Internal Politics
If your manager is caught off guard, lacks internal support, or feels under-informed, the likely outcome will be delay, discomfort or dismissal.
Pre-conditioning helps you:
- Seed the idea that a discussion is coming
- Understand the internal climate and concerns
- Shape expectations before your “ask” ever lands
- Gather intelligence and reduce surprises
5 Simple Pre-Conditioning Moves You Can Practise
Here are some practical, real-world examples I recommend to those preparing for internal negotiations, especially around salary or compensation:
1. Start Soft: Drop the Hint
“I’ve been reflecting on the growth of my role this year — I think it’d be good to have a chat soon about how we review the structure of incentives.”
This is not your negotiation.... It’s a soft open.... You’re planting the seed!
IMAGE: "Test the waters" with soft discussions and plant 'conditioning' seeds
2. Ask for the Benchmarks
Find out what the company uses (if anything) to determine performance, pay ranges, or promotion criteria. If they don’t volunteer it, do your own external research.
This does two things:
- It grounds your future proposal in reality.
- It positions you as prepared and thoughtful.
3. Test the Water with a Minor Ask
Ask for something small but relevant — more autonomy, a project lead role, or an extra budget line.
If they’re reluctant on that, they may resist bigger changes too.
If they’re open, you’re building a pattern of agreement before the main ask.
4. Gather Your Champions
Reach out to peers, clients, or internal stakeholders who can offer positive feedback or testimonials. You may not use these in the negotiation, but you’ll build confidence and be ready with social proof if needed.
5. Understand Their Style
🤔 How does your manager handle challenge or pushback?
🤔 Do they value data?
🤔 Empathy?
🤔 Loyalty?
🤔 Risk aversion?
.... You don’t want to walk into a negotiation with a strategy that’s misaligned with their mindset.
Pre-conditioning gives you time to adapt your approach.
Practise Before You Propose
At The Negotiation Club, we always say:
“Don’t practise in the negotiation — practise before the negotiation.”
- That includes these pre-conditioning moves.
- Practise how you drop the hint.
- Practise how you phrase a value statement.
- Practise summarising your impact in a way that lands.
These are micro-moments — and they matter.
Pre-Condition - Not Confrontation
If you want your salary negotiation to feel like a natural next step rather than a sudden confrontation, pre-conditioning is your ally. It builds momentum, reduces friction and creates the space for agreement before you even ask for it.
If you’re preparing for a salary negotiation and want to rehearse how to approach it strategically — including these subtle early moves — let’s talk.
"You only get a few big negotiations a year....Practise so you make them count."
About the Author Philip Brown
Phil Brown is the founder of The Negotiation Club, a training organisation built on the belief that negotiation is a skill developed through practice, not theory. With 30 years of procurement and commercial experience, Phil now helps professionals worldwide build confidence and fluency through structured, repeatable negotiation practice. Experience Phils unique negotiation practice at a FREE NEGOTIATION TASTER ....
Author
