Mastering Salary Negotiations: A Chief of Staff's Guide with Dorothy Mashburn
Salary talks are hard. Most people avoid them. Dorothy Mashburn thinks that’s a mistake. She explains how Chiefs of Staff can approach negotiation with clarity, confidence, and the right mindset. Her tips are clear, real, and easy to act on.
Key Takeaways
Do your research. Use data, networks, and niche salary sites.
Tie your value to real business outcomes —even if you didn’t “own” them fully.
Frame the conversation early. Don’t surprise your boss.
If they say no, it’s the start of a new talk, not the end.
Notable Quotes
"Be confident in your value. You bring a lot to the table... you need to be paid your value because without you the whole place will fall apart."
"I think when it comes to negotiation, you have to get the words out of your mouth."
“As Chief of Staff, you are driving results for the organization."
Real-World Applications
Start the Talk Early
Example: Three months before review season, a CoS says, "I’d like to talk about growth and promotion in January."Give Options, Not Ultimatums
Example: A CoS offers three packages: one with more pay, one with more PTO, one with training perks.Track Growth After a 'No'
Example: After a no, an employee sets a three-month timeline to show progress on feedback, then revisits the ask.
Dorothy Mashburn makes one thing clear: salary negotiation is part of your job, not a favor you're asking for. Be prepared. Be bold. And don't negotiate against yourself before the conversation even starts.
00:45 Meet Dorothy Mashburn: Salary Negotiation Expert
01:13 Understanding the Chief of Staff Role
03:01 Researching Salary Information
05:28 Demonstrating Your Value as Chief of Staff
08:22 Preparing for Salary Negotiations
16:02 Creative Negotiation Strategies
24:50 Handling Rejection and Next Steps
32:10 Final Thoughts and Resources
Links Mentioned:
COS Network Annual Compensation Report deep dive w/ Rahul Desai: https://buff.ly/3wbmsyN
Dorothy Mashburn's Website: https://www.dorothymashburn.com/
Connect with Dorothy Mashburn on LinkedIn: / dorothy-mashburn
"Salary Negotiations Made Simple" Podcast: https://buff.ly/46AfeTs
About The Author
Emily Sander is an ICF-certified leadership coach with more than 15 years of experience in the business world and the author of Hacking Executive Leadership. She’s been featured in several print publications, online articles, and podcasts, including CEO Today Magazine, Leading to Fulfillment, and Leadership Powered by Common Sense.
Emily has a passion for helping business leaders reach their full potential. Go here to read her story from seasoned executive to knowledgeable coach. If you want to send Emily a quick message, then visit her contact page here.