By Daniel Okoro — Head of Talent Intelligence, Medcruit · Updated 2026-06-30
Never give the first number if you can avoid it
The first number anchors everything that follows. When asked early, deflect politely: 'I'd like to understand the scope a little better first — could you share the band you've allocated for this role?' If pressed, give a researched range with your target at the bottom, not the middle.
Counter once, specifically, with justification
A good counter is one sentence of enthusiasm, one specific number, and two lines of evidence.
- 'I'm genuinely excited about this role and the team.'
- 'Based on market data for this level in Nairobi and my ICU specialisation, I was targeting 1,450,000 KES.'
- 'That reflects my seven years in critical care and the ventilator training I'd bring on day one.'
- 'Is there flexibility to get there?'
Negotiate the whole package
When base is genuinely fixed — common in public health systems — value can still be found elsewhere.
| Lever | Typical flexibility | Ask |
|---|---|---|
| Starting step or grade point | Medium | Start one increment higher |
| Signing or relocation bonus | High | Cover flights, licensing and shipping |
| Annual leave | Medium | Five extra days |
| Shift or on-call premium | Medium | Confirm rate in writing |
| CPD and study budget | High | Named certification funded |
| Review date | High | Six-month review with agreed criteria |
Cross-border offers need real maths
A Gulf package with no income tax, housing and schooling allowances can be worth far more than a nominally higher European salary. Compare net purchasing power after tax, housing, healthcare, schooling and one annual flight home before deciding.