I helped 17 People Negotiate Amazon offers in the last 12 months. The L6 Who Got $180K More Used This One Question
Most candidates accept Amazon’s first offer.
They think: “I don’t want to rock the boat.”
But Amazon recruiters expect negotiation. They’re trained for it. And if you don’t ask, you signal you don’t know how the system works.
At Amazon, Ownership and Have Backbone are leadership principles. Not asking isn’t humility — it’s leaving money on the table.
🎯 The One Question That Works
“What would it take to get the top of the band for this role?”
One L6 candidate asked this single question. Result: $180K more in total comp.
Another L6 — same role, same band — didn’t ask. Left roughly $60K behind.
Same qualifications. Different outcomes.
💡 Why This Question Works
1️⃣ 𝗦𝗶𝗴𝗻𝗮𝗹𝘀 𝘀𝗲𝗿𝗶𝗼𝘂𝘀𝗻𝗲𝘀𝘀
You’re clearly considering the offer and want to maximize it. Not wasting their time.
2️⃣ 𝗦𝗽𝗲𝗮𝗸𝘀 𝘁𝗵𝗲𝗶𝗿 𝗹𝗮𝗻𝗴𝘂𝗮𝗴𝗲
Amazon comp is governed by “bands.” Phrasing your ask around “top of band” aligns your request with how they internally think about comp.
3️⃣ 𝗔𝘃𝗼𝗶𝗱𝘀 𝘂𝗹𝘁𝗶𝗺𝗮𝘁𝘂𝗺𝘀
You’re not demanding. You’re asking a smart, insider-aware question. Keeps the tone collaborative, not adversarial.
Recruiters can justify top-of-band offers internally in ways they can’t justify arbitrary increases.
⚠️ The Hard Truth
Hope is NOT a negotiation strategy.
The candidates who leave money on the table aren’t the ones who ask too much.
They’re the ones who never ask at all.
💬 What’s the one question or phrase that’s worked for you in a negotiation?
💥 Hi, if we haven’t met yet, I am Howard— an executive coach and former consulting leader who helps high-achieving professionals navigate what’s next.
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