How to Negotiate a Salary (and Actually Get It)
Most people leave money on the table by not negotiating. Here's exactly how to do it without awkwardness or risk.
3 min read · Updated 2026-04-01
For informational purposes only. This content is not financial or legal advice. Consult a licensed professional for advice specific to your situation.
Salary negotiation feels uncomfortable, but it's one of the highest-return skills you can develop. A single successful negotiation can compound into hundreds of thousands of dollars over a career. Here's how to do it confidently.
The Core Principle: Employers Expect It
Hiring managers routinely offer less than they're authorised to pay, expecting negotiation. When you don't negotiate, they're pleasantly surprised — but you've left money on the table. Negotiating doesn't make you look greedy; it makes you look like someone who knows their value.
Step 1: Know Your Number Before the Conversation
Research the market rate for your role, level, and location before any salary conversation.
Where to look:
- Glassdoor, Levels.fyi (for tech), LinkedIn Salary, Payscale
- Job postings for similar roles (many now list salary ranges)
- Ask people in your network in similar roles
Set a target range with your ideal at the low end — if they meet your "low end," you've already won.
Step 2: Never Give a Number First
When asked "what are your salary expectations?", deflect:
"I'm flexible on compensation — I'd love to hear what range you've budgeted for this role."
Or if pressed:
"Based on my research and experience, I'm targeting the $X–$Y range, but I'm open to the full package."
The first number anchors the negotiation. Make them anchor first.
Step 3: Get the Offer in Writing Before Negotiating
Don't negotiate a verbal offer. Ask for it in writing (email is fine), then take 24–48 hours to "review it carefully."
This gives you time to think, prepare your counter, and signals that you're thoughtful rather than reactive.
Step 4: Counter With Confidence
When you respond, be direct:
"Thank you so much for the offer — I'm genuinely excited about this role. Based on my experience with [specific skill] and the market data I've reviewed, I was hoping for $X. Is there flexibility there?"
Then stop talking. Silence is your friend. Let them respond.
Key points:
- Give a specific number, not a range (ranges get anchored to the low end)
- Reference your value, not your needs ("I need more" is weak; "given my experience" is strong)
- Express enthusiasm for the role — you're negotiating the details, not the decision
Step 5: Negotiate the Whole Package
If base salary is truly fixed, negotiate everything else:
- Signing bonus (one-time, easier for employers to approve)
- Extra vacation days
- Remote work flexibility
- Earlier performance review date
- Professional development budget
- Equity or stock options
"If the base is firm at $X, would you be open to a signing bonus or an additional week of vacation?"
Step 6: Get It in Writing
Once you've agreed on terms, make sure the offer letter reflects everything. Don't assume verbal agreements will be honoured.
What If They Say No?
Accept gracefully. "I understand — thank you for looking into it. I'm still very excited about this opportunity." Then decide whether the role is right for you at the offered number.
A polite no doesn't damage relationships. What matters is that you asked.
The Single Best Thing You Can Do
Practice saying your counter out loud before the call. The awkwardness you feel is just unfamiliarity — it goes away after the first time you do it and it works.