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Episode
91

Stop Settling for Less: The Salary Negotiation Playbook

By
Hannah Kissel
July 21, 2026
•
10
min
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About the episode

"You're not getting a raise because you never asked for one." You've been crushing it at work for years. You show up early, deliver exceptional results, and you're genuinely good at what you do. Then you find out your new male colleague, doing the exact same job, is making $35K more than you. Your stomach drops. The resentment sets in. Here's the uncomfortable truth: Most women don't negotiate their pay, and companies know it. In this Hannah Hotline episode, we're breaking down exactly why this happens, why companies do it, and most importantly, the step-by-step strategy to fix it. You'll learn why salary negotiation isn't about being "greedy" or "difficult." It's about understanding how companies actually budget, what your real market value is, and how to present a business case so strong they have to listen.

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In this episode, we cover:

  • Why companies pay new hires more than loyal existing employees (and how to use this knowledge).
  • The critical question: "When was the last time you negotiated?"
  • The difference between negotiating vs. demanding and why phrasing matters.
  • How to build a business case for a raise using market data and performance metrics.
  • Managing workplace resentment without burning bridges

Timestamps:

00:45 Initial Reaction: Why Resentment Hits Hard
01:30 The Real Reason Companies Pay New Hires More
02:20 Gender Pay Gap Context
03:00 The Negotiation Gap: When Was the Last Time You Asked?
04:00 Loyalty vs. Salary: The False Trade-Off
04:30 The Business Case Approach (How to Frame It)
05:15 Market Rate Research: Know Your Worth
05:45 Performance Metrics: Build Your Argument
06:15 Skill Gaps: Addressing Legitimate Differences
06:30 The Exact Language to Use (Avoid "Too Emotional" Labels)
07:10 Timeline Matters: Get a Clear Answer
07:45 Managing Resentment Toward the System (Not the Person)
08:15 When to Walk: Knowing When Your Current Company Won't Pay

Hi there, I'm Hannah

Executive Coach, podcaster, speaker, writer, and builder of big f*cking Dreams. My mission? To help ambitious professionals build self-acceptance, self-trust in their careers.

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