How to Negotiate Your Salary (With Scripts)
Negotiating your salary is one of the highest-return things you can do for your career — a single conversation can be worth thousands a year, compounding over time. Yet most people accept the first number out of fear. Here's how to do it well, without burning the relationship.
First, know your number
Never negotiate blind. Before any conversation, research:
- Market range for the role, level, and location (use multiple salary sources)
- What similar people in your network earn, if you can ask
- Your walk-away number — the minimum you'd accept
Aim to enter the conversation with a target range, not a single figure.
Let them name a number first, if you can
When asked about expectations early, it's often better to deflect politely until you understand the full role:
"I'd love to learn more about the role and responsibilities first. Do you have a budgeted range for this position?"
If pushed, give a researched range with your target near the bottom:
"Based on my experience and the market, I'm looking in the range of X to Y."
Make the ask after the offer
The best leverage is after they've decided they want you but before you've said yes. When the offer comes in below your target:
"Thank you, I'm really excited about this role. Based on my experience and what I've seen for similar positions, I was hoping we could get the base closer to [number]. Is there flexibility there?"
Then stop talking. Silence is uncomfortable, but let them respond.
Negotiate the whole package, not just base pay
If base salary is fixed, value lives elsewhere:
- Signing bonus
- Equity / stock
- Annual bonus target
- Extra paid time off
- Remote flexibility or a learning budget
- An earlier performance/salary review (e.g. at 6 months)
Handle the pushback
"This is the best we can do."
"I understand. Is there flexibility on a signing bonus or an earlier review instead?"
"The budget is fixed for this level."
"That makes sense. Could we revisit compensation at a 6-month review tied to clear goals?"
"We have other candidates."
Stay calm. If they've made you an offer, they want you. Reiterate your enthusiasm and your reasoning.
Rules that keep it professional
- Be warm, not adversarial. You're partners solving a problem, not opponents.
- Anchor on value, not personal need. Talk about market and impact, never rent or bills.
- Get the final offer in writing before resigning anywhere.
- Don't bluff with fake competing offers — it can backfire badly.
Even a small win compounds
Negotiating an extra 8% on a starting salary doesn't just help this year — every future raise and job offer often builds on that base. A few minutes of slightly uncomfortable conversation can pay off for years.
The worst case is almost always a polite "no" — and then you're exactly where you started. Ask anyway.