Salary Negotiation: How to Research and Ask for What You're Worth

Why Negotiate?

Most people don't negotiate their salary. Those who do typically earn significantly more over their careers. Consider:

• The average successful negotiation increases offers by 5-10%
• Over a 40-year career, that compounds to hundreds of thousands of dollars
• Employers expect negotiation - they often leave room for it
• Not negotiating can signal lack of confidence or business acumen

Research Your Market Value

Sources to Consult

• Glassdoor: Salary data by company and role
• LinkedIn Salary: Compensation insights
• Levels.fyi: Especially for tech roles
• PayScale: Industry salary reports
• Bureau of Labor Statistics: Official government data
• Industry surveys: Professional association reports

Factors That Affect Your Range

• Location: Same role pays differently in NYC vs. Dallas
• Company size: Startups vs. enterprises have different scales
• Industry: Finance and tech often pay premium
• Experience level: Years and seniority matter
• Specialized skills: In-demand skills command premiums

Calculate Your Range

1. Find the median for your role/location/experience
2. Adjust for your specific qualifications (above or below median)
3. Set a range: Minimum acceptable, target, and ideal

When to Discuss Salary

If Asked Early in the Process

Try to defer: "I'd love to learn more about the role before discussing compensation. Could you share the range you have budgeted for this position?"

If Pressed for a Number

Give a range based on research: "Based on my research and experience, I'm targeting $X to $Y, but I'm most interested in finding the right fit and am open to discussing."

The Best Time to Negotiate

After they've decided they want you - when you have an offer in hand. This is when your leverage is highest.

How to Respond to an Offer

Step 1: Express Enthusiasm

"Thank you so much for the offer. I'm really excited about the opportunity to join the team."

Step 2: Ask for Time

"I'd like to take a day or two to review everything thoroughly. When do you need my decision?"

Step 3: Prepare Your Counter

• Review the full package (salary, bonus, equity, benefits)
• Identify what matters most to you
• Prepare your ask with justification

Step 4: Make Your Ask

"I'm very excited about this role. Based on my research and the value I'll bring, I was hoping we could discuss the base salary. I'm targeting $X, which reflects my [specific qualifications/experience]. Is there flexibility there?"

Negotiation Strategies

Anchor High (But Reasonably)

Your first number sets the tone. Start at the high end of your research range, but stay within market bounds.

Use Specific Numbers

"$87,500" sounds more researched than "around $90,000." Specificity suggests you've done your homework.

Focus on Value, Not Need

Don't say: "I need more because my rent is high."

Do say: "Given my track record of increasing revenue by 30% and my specialized skills in X, I believe this reflects my value."

Negotiate the Full Package

If salary is firm, consider:

• Signing bonus
• Annual bonus target
• Equity/stock options
• Extra vacation days
• Remote work flexibility
• Professional development budget
• Earlier review date

Scripts for Common Scenarios

When the Offer is Below Your Range

"I appreciate the offer. I'm very interested in the role, but the salary is below what I was expecting based on my research and experience. Is there room to discuss a higher base, perhaps in the range of $X?"

When They Say It's Non-Negotiable

"I understand base salary may be fixed. Could we discuss other aspects of the package, such as a signing bonus, additional equity, or an earlier performance review with potential for increase?"

When You Have Another Offer

"I want to be transparent - I have another offer at $X. Your company is my first choice, but I want to make sure the compensation is competitive. Is there flexibility to match or come closer to that figure?"

When They Ask About Current Salary

(Note: This is illegal to ask in many states)

"I'd prefer to focus on the value I'll bring to this role and what's fair market compensation for this position."

What Not to Do

• Don't apologize for negotiating: It's expected and professional
• Don't make ultimatums: Unless you're prepared to walk away
• Don't lie about other offers: It can backfire badly
• Don't negotiate via email if you can avoid it: Phone or video is better
• Don't accept immediately: Always take time to consider
• Don't negotiate after accepting: Your leverage is gone

After Negotiation

If They Meet Your Ask

Thank them enthusiastically and confirm you'll accept in writing.

If They Compromise

Decide if it's acceptable. If yes, accept graciously. If no, you can push back once more or decline.

If They Can't Budge

Decide if the role is worth it at the offered compensation. Sometimes the right opportunity matters more than the immediate pay.

Get It in Writing

Always get the final offer in writing before giving notice at your current job.

Key Takeaways

• Do your research before any salary conversation
• Know your worth and be able to articulate it
• Negotiate after they've decided they want you
• Be professional, not emotional
• Consider the full package, not just base salary
• Practice your scripts before the conversation