How to Negotiate Your Salary (And Actually Get More)

The Research Is Clear: Negotiate

Studies consistently show that only 37% of workers always negotiate salary — yet 70% of employers expect candidates to negotiate. Not negotiating costs the average professional $1–5 million over a career.

The reason most people don't: fear of seeming greedy, or fear of having the offer rescinded. The offer has almost never been rescinded because someone negotiated professionally. It's a normal part of hiring.

Before You Negotiate: Research

Know your number before the conversation. Use:

• Glassdoor — salary ranges for the exact role and company
• LinkedIn Salary Insights — role-specific data by location
• Levels.fyi — for tech roles specifically
• Payscale — comprehensive compensation data

Aim to know: the 25th, 50th, and 75th percentile for your role, location, and experience level.

The Negotiation Framework

Step 1: Never give a number first

When asked "What are your salary expectations?", the correct answer is:

"I'm focused on finding the right fit. I'd love to understand the full compensation package first — what range have you budgeted for this role?"

This isn't evasion — it's standard negotiating practice. Whoever names a number first anchors the conversation.

Step 2: When you receive an offer, don't accept immediately

Say: "Thank you so much — I'm very excited about this opportunity. Could I have until [specific date] to review the full package?"

This is professional, expected, and gives you time to prepare your counter.

Step 3: Counter at the top of your research range

Counter with a specific number, not a range. Ranges anchor to the bottom.

"Based on my research and the scope of this role, I was hoping we could get to (X). Is that something you could work with?"

A counter 10–15% above the offer is typically the right range.

Step 4: Negotiate the full package

If base salary is fixed, negotiate:

• Annual bonus
• Signing bonus
• Remote work days
• Additional PTO
• Professional development budget
• Earlier performance review (6 months instead of 12)

The One Phrase That Works

Research from negotiation experts shows this framing is most effective:

"I'm really excited about this role and this company. I want to make this work. The one thing that would help me get there is [your ask]."

It signals enthusiasm and collaboration — not demands.