Episode 190 – Always Negotiate Job Offers But Never Name the First Number with Josh Doody

 In Podcasts

Phil’s guest on this episode of the IT Career Energizer podcast is Josh Doody. He helps software developers to get more high-quality job offers and negotiate higher salaries. He is also the author of the book “Fearless Salary Negotiation”, a step-by-step guide to getting paid what you’re worth.

In this episode, Phil and Josh discuss the right way to negotiate high salaries. He shows the audience how a few simple language changes will turn you into a better negotiator and self advocate.

Josh explains how to avoid weakening your negotiation position by using a number when answering the question, how much do you want to make? He also reveals the IT sector in which his highest paid coaching clients are involved and explains why you may want to switch career direction.




Always re-negotiate job offers, even if you think the offer is a really good one. Usually, you will have underestimated your value to that firm. They know this is likely to be the case. So, most firms, will only offer you what you consider to be a good salary, rather than what you are actually worth to them.

Josh also shares the best way to leverage the power you to get properly paid throughout your career. That includes when you move to new roles within a firm. He also explains how to get your direct manager on your side.



While Josh was still working for other people, he spent a year under a manager who had poor management skills. His manager had simply been promoted to the point where his salary level demanded that he had people report to him directly. This despite the fact he was not suitable for that role.

It was a situation that resulted in a very poor working environment. But, good came out of it. Josh realised that even if he left that firm, he could potentially find himself in the same situation again. It made him rethink his career and realise that he needed to find a way to work for himself.



At one point in his career, Josh got heavily involved in developing HR talent management and development software. This work was a highlight of his career.

He really enjoyed the creative process. Working on blue sky ideas, building systems people were actually able to use was engaging and exciting. Josh particularly liked being able to combine using his existing skills to the full while learning new ones.



Machine learning and AI are the top fields to work in. That will be the case for many years to come. Unsurprisingly, the people who have this type of experience are being extremely well paid, right now.

The future for IT is bright and very exciting. Over the past year, more of Josh’s clients have started to receive multiple work offers. Many have taken advantage of this fact and chosen to do the work that looks to be the most interesting and fulfilling. The role that offers the most opportunities for the future.


(13.37) THE REVEAL

What first attracted you to a career in I.T.? – The first time Josh used a DOS computer; he saw the magic and was immediately hooked.

What’s the best career advice you received? – His first boss taught him to be more purposeful about the way he approached his work. Not to just focus on the financial reward.

What’s the worst career advice you received? – Slow down, you are progressing too fast.

What would you do if you started your career now? – Josh would focus on machine learning and AI. The work is fascinating and Josh’s clients who work in that field are earning big.

What are your current career objectives? – In the short term, Josh’s focus is on offering good coaching services. But, he is an entrepreneur, so expects to, switch focus, at some point.

What’s your number one non-technical skill? – Diplomatic communication. This skill enables Josh to stand up for himself and his ideas without putting the other party off. During the podcast, he shares a clever language trick he uses to do that.

How do you keep your own career energized? – Experimenting and trying new things in his business. Josh is not afraid to take risks.

What do you do away from technology? – Josh has a close group of friends that he spends a lot of time with. He is also active in his community.



When a prospective employer asks you how much you expect to make, if they were to offer you the job, never reply with a number. Josh explains what to say instead, so you do not alienate the other person or weaken your negotiating position.



(3.13) – Josh – “Always negotiate job offers, even if you think the offer is really good.”

(3.52) – Josh – “Get your pay as high as you can at the beginning, using tactful negotiation techniques.”

(16.57) – Josh – “Of the people I coach, the ones involved in AI are the ones that are making the big money.”

(17.07) – Josh – “For the next 20 or 30 years, AI is going to be huge.”

(24.39) – Josh – “Don’t be the one to name the first number in wage negotiation.”

(24.41) – Josh – “The wage negotiation process starts in the interview. Not, when you are offered the job. ”



Phil Burgess is an independent IT consultant who has spent the last 20 years helping organisations to design, develop and implement software solutions. Phil has always had an interest in helping others to develop and advance their careers. And in 2017 Phil started the I.T. Career Energizer podcast to try to help as many people as possible to learn from the career advice and experiences of those that have been, and still are, on that same career journey.



Phil can be contacted through the following Social Media platforms:

Twitter: https://twitter.com/philtechcareer

LinkedIn: https://uk.linkedin.com/in/philburgess

Facebook: https://facebook.com/philtechcareer

Instagram: https://instagram.com/philtechcareer

Website: https://itcareerenergizer.com/contact

Phil is also reachable by email at [email protected] and via the podcast’s website, https://itcareerenergizer.com

Join the I.T. Career Energizer Community on Facebook – https://www.facebook.com/groups/ITCareerEnergizer



My guest on today’s show helps software developers to get more high-quality job offers and negotiate higher salaries. He is also the author of the book “Fearless Salary Negotiation”, a step-by-step guide to getting paid what you’re worth.



Josh Doody can be contacted through the following Social Media platforms:

Twitter: https://twitter.com/JoshDoody

LinkedIn: https://www.linkedin.com/in/joshdoody/

Personal Website: https://www.joshdoody.com

Company Website: https://fearlesssalarynegotiation.com/

Coaching Page: https://fearlesssalarynegotiation.com/coach

Article: https://fearlesssalarynegotiation.com/the-dreaded-salary-question/


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