Studies consistently show that a majority of people never negotiate their salary. Of those who do, most get what they ask for. If you're not negotiating, you're almost certainly being paid less than you could be. Here's how to change that.
Why Companies Expect You to Negotiate
Employers almost never offer their maximum budget in the first offer. They expect negotiation. When you accept the first number without pushback, hiring managers are often surprised — and sometimes even concerned that they've hired someone who undervalues themselves.
Do Your Research First
Before any salary conversation, know your market value. Use these resources:
- Glassdoor — salary data by company, role, and location
- Levels.fyi — especially useful for tech roles
- LinkedIn Salary — filtered by location and experience
- Bureau of Labor Statistics — official US wage data by occupation
Come to the conversation with a specific number backed by data, not a vague sense of what you deserve.
Never Give a Number First
If asked for your salary expectations early in the process, try to deflect: "I'm open to discussing compensation once I have a better sense of the full scope of the role. Could you share the budgeted range for this position?" Many companies will tell you, and it anchors the conversation in your favor.
The Negotiation Script
When you receive an offer, don't accept or reject it immediately. Say: "Thank you so much — I'm really excited about this opportunity. Could I have a couple of days to review the offer?" Then, when you come back:
"I've thought about it carefully and I'm very excited about the role and the team. Based on my research into market rates for this position and my [X years] of experience in [specific area], I was hoping we could get to [target number]. Is there any flexibility there?"
Then stop talking. Silence is your friend. Let them respond.
What to Do If They Say No
If the salary is fixed, negotiate other parts of the package:
- Additional vacation days
- Remote work flexibility
- Signing bonus
- Earlier performance review (6 months instead of 12)
- Professional development budget
- Stock options or equity
Always Negotiate in Writing
Once you've verbally agreed on terms, ask for the revised offer in writing before you resign from your current job or turn down other offers. Verbal agreements in hiring can and do fall through.
The Mindset Shift
Negotiating isn't rude or ungrateful. It's professional. Companies have entire compensation teams whose job is to manage salary budgets — they expect and respect candidates who advocate for themselves. The worst they can say is no, and even then, you haven't lost the offer.