This ‘risky’ interview move could land you a higher salary — or lose you a job offer

At a recent job interview, Ceraliza couldn’t help but let out a gasp when she heard the impressive salary on offer.

However, while her reaction was one of pleasant surprise – understandable given the state of wages in many industries right now – the hiring manager read it differently.

And the misunderstanding ended up paying off, with an even higher amount being placed on the table as a result.

Sharing her experience on X, Ceraliza revealed how she used the confusion to her advantage, responding with an immediate ‘yes’ when she was asked if the pay was below her expectations.

The Nigerian creator was praised for her quick thinking, with some commenters going so far as to call it a ‘legendary’ move and a ‘masterclass in negotiation’ (however accidental) people should mirror in their own careers.

But as others point out, it’s a ‘risky’ tactic that won’t always have such a positive outcome — and could actually end up going a whole lot worse.

According to Will Steward, founder of recruitment firm The SaaS Jobs, it’s ‘definitely not a reliable strategy’.

‘On one hand, a subtle display of surprise like that could signal to the hiring manager that the offer is below expectations and potentially prompt them to reconsider, but realistically, the chances of that are so low,’he tells Metro.

‘Body language and facial expressions are subjective. What one person interprets as genuine excitement, another might read as shock, disdain, or incredulity. In the worst-case scenario, it could actually create tension or just make the candidate appear unprofessional.’

Ian Nicholas, global managing director at employment agency Reed, is equally split, nothing that while it may work in theory, in practice its success would be rare, ‘and only under very specific conditions.’

Not only would the candidate have to already be a top choice, the interviewer would need to have pay discretion, and the market would need to be weighted in a jobseeker’s favour — even if the stars do align though, he tells Metro, ‘it’s more luck than strategy’.

If your attempt at feigning disappointment doesn’t land, it can come across ‘manipulative’ and ‘entitled’, which makes it an especially big gamble given ‘many companies won’t significantly adjust offers due to rigid salary bands.’

How to negotiate a higher salary in job interviews

If a Ceraliza-style gasp sounds far too dicey for your liking, Ian advises taking a more measured approach: the ‘calibrated surprise’.

Instead of reacting emotionally, tell them outright that their offer is lower than expected, ‘based on the scope [you] discussed’. This ‘signals a mismatch without disrespect, invites correction and keeps the conversation professional.’

Don’t forget to take some time before answering either; according to Will, this is ‘a bit simpler, and much safer than a gasp’, despite potentially having the same effect of prompting the employer to reassess.

Alternatively, both experts highlight the ‘future-value reframe’ technique, where you shift the focus to your potential by asking, ‘If I were exceeding expectations six months in, what would compensation progression look like?’.

Will recommends the importance of outlining the value you could bring to the company as part of this strategy, which Ian says can ‘encourage the employer to envision your success and may prompt them to offer more upfront to avoid renegotiation later.’

And if you’re feeling really ballsy, he adds: ‘You can also use the ‘competing realities’ approach ‘to signal market awareness, without bluffing, by saying, “I’m seeing materially different compensation ranges for similar roles at this level, how flexible is this band?”.’

And if they won’t budge…

Unfortunately, even with the best will in the world, you may not always be offered the salary you expect or feel you deserve.

Before you decide to walk away from negotiations however, Will says it’s worth considering total compensation, not just base salary — for example, bonuses, equity, pension scheme, flexible working arrangements, and future development opportunities.

‘You should also assess this particular role’s alignment with your long-term career goals,’ he continues. ‘A slightly lower salary than expected might still be worthwhile if the role is providing you with skills, experience, or a stepping stone to future opportunities.’

Ian adds that although an employer may be capped when it comes to, they ‘often have more flexibility’ with the likes of sign-on bonuses or pay reviews. All you can do is ask, right?

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