The anchoring problem
The single most expensive mistake African candidates make in global hiring is quoting a number derived from local salaries. A role budgeted at $70,000 does not become cheaper because the candidate lives in Lagos or Lusaka — but if the candidate names $22,000 first, that becomes the ceiling.
Never open with your current salary. Open with the market band for the role.
Research before you speak
Build your band from at least three sources: published ranges for the same role at comparable remote-first companies, benchmark data by seniority, and the salary range in comparable job posts. Convert everything to USD annually so you compare like for like.
Define three numbers before any call:
- Walk-away — below this you decline.
- Target — a defensible number backed by evidence.
- Anchor — modestly above target, where you open.
Scripts that work
When asked early for expectations:
"Based on the scope and the market band for this role, I'm targeting $X to $Y. I'm flexible depending on the total package and the level we agree on."
When given an offer below target:
"Thank you — I'm genuinely excited about the role. Based on my research for this scope, and the [specific results] I'll bring, I was expecting closer to $X. Is there room to get there?"
When told the budget is fixed:
"Understood. Could we look at a six-month review tied to agreed outcomes, a signing bonus, or an additional equipment and learning stipend?"
Negotiate the whole package
- Base salary and payment currency
- Contractor rate versus employer-of-record employment
- Equity or bonus structure
- Equipment, internet and co-working stipend
- Paid leave and public holidays that apply to you
- Review cadence and promotion criteria in writing
Cultural notes
Direct, evidence-based negotiation is expected by most US and European employers and does not damage relationships. Silence after your number is a normal tactic — do not fill it by lowering your own ask.
FAQs
How much can I realistically ask for? A 10–20% increase over an initial offer is commonly achievable when supported by evidence.
Should I mention other offers? Only if they are real, and mention them as timelines rather than threats.