💬 Đàm phán lương: 7 bước tăng 20-30% thu nhập | Scripts mẫu

Đàm phán lương là kỹ năng quan trọng giúp bạn tăng thu nhập đáng kể. Theo nghiên cứu, những người đàm phán lương có thể tăng thu nhập từ 20-30% so với người không đàm phán. Bài viết này sẽ hướng dẫn chi tiết 7 bước đàm phán hiệu quả kèm scripts mẫu thực tế.

🎯 Tại sao cần đàm phán lương?

Đừng để mất tiền!

78% người không đàm phán khi nhận offer đầu tiên
Mất 600.000 - 1.500.000 mỗi năm nếu không đàm phán
Tác động lũy tiến: Số tiền mất đi tăng theo thời gian

Các thời điểm vàng để đàm phán

Khi nhận offer mới - Dễ nhất và hiệu quả nhất
Annual review - Dựa trên performance
Khi có thêm responsibilities - Job scope thay đổi
Khi nhận offer từ công ty khác - Leverage tốt nhất

📊 7 Bước đàm phán lương thành công

Bước 1: Research thị trường (3-5 ngày trước)

Nghiên cứu 3 nguồn:

Online Platforms:
- SalaryLens: Database lương lớn nhất Việt Nam
- TopCV, VietnamWorks: Salary insights
- LinkedIn Salary: Cho vị trí senior

Network Research:

LinkedIn: Search "Position @Company"
→ Connect với 3-5 người cùng role
→ Inbox: "Chào bạn, mình đang tìm hiểu về salary range cho [position]. Bạn có thể chia sẻ range大概 được không?"

Internal Sources:
- HR: Ask for salary range
- Colleagues: Cẩn trọng nhưng hiệu quả
- Recruitment agencies: Có data chính xác

Template ghi chú research:

Position: Senior Software Engineer
Company A: 25-35M (n=5 samples)
Company B: 22-30M (n=3 samples)
Market avg: 23.5M
My target: 25-27M

Bước 2: Tính giá trị bản thân (1 ngày)

Framework V-A-P:

Values - Giá trị bạn tạo ra:

- Increased revenue by X% → Revenue impact
- Reduced costs by Y% → Cost savings
- Improved process by Z% → Efficiency gain
Example: "Optimized API response time from 2s to 200ms → 90% improvement"

Achievements - Thành tích cụ thể:

Use STAR method:
S: Situation (Bối cảnh)
T: Task (Nhiệm vụ)
A: Action (Hành động)
R: Result (Kết quả)

Example: "Led migration to microservices (T)
         using Kubernetes (A)
         reduced downtime 99% (R)"

Proof - By chứng:
- Metrics, numbers, percentages
- Certifications, awards
- Testimonials, recommendations

Bước 3: Anchor cao (Counter-offer)

Mindset: Aim for top 25% of range

Phạm vi cho phép:

Junior: +15-20% từ offer
Mid-level: +20-30% từ offer
Senior/Lead: +30-50% từ offer

Scripts tránh nói số trước:

HR: "What's your expected salary?"
You: "I'm flexible and open to discuss. What's the budget for this role?"
You: "Based on the responsibilities and my experience, I'm confident we can find a fair number. What range did you have in mind?"

Nếu phải nói số trước:

"Based on my research and the value I'll bring, I'm looking for a package in the range of X-Y. Is this within your budget?"

Bước 4: Chứng minh giá trị (During negotiation)

Present your case:

Quantify ROI:

"My experience with React Native reduced development time by 40%,
 saving ~200 hours/year = ~40M in costs"

Show unique skills:

"Certification in AWS Solution Architect (rare in Vietnam)"
"3 years experience with fintech regulations"
"Led team of 10 developers"

Bring evidence:
- Portfolio của dự án thành công
- Metrics trước/sau khi bạn join
- Recommendations từ previous managers

Bước 5: Đàm phán Total Package

Đừng chỉ tập trung vào base salary!

Components cần đàm phán:

1. Base Salary (70-80% total)
2. Performance Bonus (10-20%)
   - Target: 2-6 months
   - Measuring criteria?
   - Historical payout rate?
3. Equity/Stock Options
   - Vesting schedule
   - Strike price
   - Early exercise?
4. Benefits
   - Health insurance premium
   - Gym membership
   - Learning budget
   - Work from home stipend
5. Time off
   - Annual leave: 12-20 days
   - Sick leave
   - Personal days

Template đàm phán:

"I understand the base salary is fixed at this point.
Could we discuss:
- 13th month bonus guarantee?
- Additional performance bonus based on X metrics?
- $500/year learning budget for certifications?"

Bước 6: Xử lý objections

Common objections & scripts:

"We don't have budget"

"I understand budget constraints.
 What if we structure it as:
 - Base at current level
 - Review after 6 months based on performance
 - One-time sign-on bonus to bridge the gap"

"You don't have enough experience"

"I understand your concern about my experience level.
 However, I've demonstrated [specific achievement]
 which directly relates to [job requirement].
 Would you be open to a 3-month probation with clear KPIs?"

"This is our standard package"

"I appreciate the transparency about standard packages.
 Given my [unique value prop],
 is there flexibility for exceptions?
 Could we explore a performance-based adjustment after 6 months?"

Bước 7: Có văn bản (Get it in writing)

Checklist trước khi accept:

✅ Base salary明确
✅ Bonus structure & targets
✅ Equity details (if any)
✅ Benefits breakdown
✅ Start date
✅ Probation period
✅ Notice period
✅ Working hours
✅ Remote policy

Red flags cần tránh:

"We'll figure it out later" → RUN!
Verbal agreements only
Vague bonus criteria
No clear career path

📜 Scripts mẫu thực tế

Initial Offer Response

"Thank you for the offer! I'm excited about this opportunity.
I'd like to discuss the compensation package.
Based on my research and the responsibilities outlined,
I was expecting something in the range of X-Y.
Is there flexibility to adjust the base salary?"

Counter-offer with data

"Thank you for sharing. After researching similar roles in the market:
- Average salary for this level: 25M
- My 5 years experience + AWS cert adds 20% premium
- Projects I can deliver: worth ~50M/year to company

Given this, would you consider 27M base + 2 months guaranteed bonus?"

Handling lowball offer

"I appreciate the offer. However, it's below my expectations and market rate.
Is 20M the final budget, or is there room for negotiation?
I'm happy to provide more examples of my value to justify a higher package."

Multiple offers leverage

"I'm very interested in this role. I have another offer at X level.
Your company culture and the role itself are my top preference.
Would you be able to match or get closer to the other offer?"

Acceptance email

"Thank you for the revised offer! I'm happy to accept the position of [Title]
with a base salary of [Amount] and [Bonus details].
I'm excited to join the team and contribute to [Company Goal].
Please send over the formal contract for my review.
Looking forward to starting on [Date]!"

❌ Common mistakes cần tránh

1. Không đàm phán

Why: E ngại, không biết cách, sợ bị reject
Solution: Prepare, practice, remember it's business

2. Nói số đầu tiên

Why: Anchor thấp, mất leverage
Solution: "What's your budget?" technique

3. Chỉ tập trung vào salary

Why: Miss out on total compensation
Solution: Consider all components

4. Không có bằng chứng

Why: Weak negotiation position
Solution: Document everything, use numbers

5. Emotional decisions

Why: Accept bad deals out of desperation
Solution: Set walk-away point, stay objective

🛠️ Tools & Resources

Salary Research Tools

SalaryLens - Công cụ tính lương Việt Nam
Glassdoor - Company salaries
Levels.fyi - Tech salaries
LinkedIn Salary - Professional data

Negotiation Resources

Books: "Never Split the Difference" by Chris Voss
Courses: Coursera "Successful Negotiation"
Templates: Salary negotiation email templates

Preparation Checklist

□ Research market rates (3 sources min)
□ Calculate your value proposition
□ Prepare STAR examples
□ Set target/anchor/walk-away numbers
□ Practice with friend/mentor
□ Prepare questions to ask
□ Review total compensation breakdown
□ Have backup plan

📊 Salary Negotiation Calculator

Use our tool to calculate your negotiation range:

Current Offer: 20M
Your Level: Mid-level (3-5 years)
Industry Average: 22M
Your Unique Value: +15%
Negotiation Range: 22M - 26M
Target: 24M (20% increase)

📌 Key Takeaways

Always negotiate - 78% opportunities lost if you don't
Research is key - Data gives you power
Think total package - Not just base salary
Practice makes perfect - Role play with friends
Know your walk-away - Set clear boundaries
Get it in writing - Verbal isn't enough
Timing matters - Negotiate at right moments

Remember: Negotiation isn't confrontation - it's finding mutual value. If you're valuable to the company, they want to keep you happy!

Ready to practice your negotiation skills? Use our salary calculator to prepare your numbers! 💪