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Negotiating salary after receiving a job offer is a standard part of the hiring process when you’re starting a new role. However, 54% of respondents to a 2023 Glassdoor survey reported that they did not negotiate their most recent salary. Interestingly, men and women were equally as likely to negotiate.
Learn how to negotiate salary with our expert guide filled with tips and proven strategies to make the process less daunting.
Research market salary trends and your qualifications to determine a fair salary range before negotiations.
When negotiating a salary for a job offer, present a strong case for your desired salary, using data and examples that showcase your skills and market value.
Use clear, positive language to communicate your value and align your contributions with the company’s needs.
Look at the full compensation package, including bonuses, flexible work arrangements and benefits.
Practice your negotiation strategy, considering possible counteroffers, to improve your approach and build confidence.
Even if you’re intimidated by negotiating your pay, it’s an essential part of your career and getting the compensation you deserve. Depending on your company’s potential for growth and other factors like the economy, getting higher pay without leaving your company down the line could be more difficult if you don’t start at a decent pay level. Starting at a pay level you’re comfortable with can give you a sense of motivation, and as you progress and move forward with the company, you can later ask for a raise that aligns with your expectations.
Your starting salary is important
If you don’t feel comfortable with the salary you’re offered, it may be more difficult to put your all into a new role. Negotiating a starting salary you’re comfortable with lets you put your best foot forward at a new job.
Asking for a raise shows confidence
Taking the initiative to negotiate your salary or ask for a pay raise, along with noting your accomplishments that warrant asking for a raise, shows you know your worth.
Salary negotiation sets you up for future success
Starting out at a higher versus lower salary means when you do receive performance or annual raises, you’ll be happier with them. This can help you stay motivated at your current job if you like the work, so you avoid job-hopping solely for the sake of finding better pay.
Like anything else, preparing to negotiate salary will increase your chance of success. Taking steps to calm your nerves so you come off self-assured can go a long way in projecting confidence to your employer — even if you have to fake it till you make it.
Keeping an upbeat attitude during negotiations and remembering to treat your boss or hiring manager with the utmost respect should keep you in the right state of mind to negotiate. Being polite can help you avoid coming across as pushy, and if you start to feel intimidated, remember that your boss ultimately wants you to be happy in your position so you’re at your most productive. Higher pay can be a great incentive to keep employees motivated.
Your chances are high to negotiate the salary you want, especially in certain underserved professions. A 2024 Payscale report reveals that 2023 was a standout year for pay increases, with an average raise of 4.8% across all organization sizes and industries—an increase not seen in decades.
Before negotiating salary, it can be helpful to research your profession and industry before settling on a number. Begin by checking the salary ranges on job postings for your profession. Working for public organizations versus private can make it easier to find salary ranges because they have to be more transparent about pay.
Depending on where you’re located, private employers may be required to post salary on job listings, like a bill passed earlier in 2022 in New York City. Federal, state and local government worker salaries are open public records. You can check with your state or local government or check FederalPay.org for federal employees. And aside from internet research, don’t forget about word-of-mouth — speaking with coworkers or fellow workers in your professional networks can also give you helpful knowledge.
You’ll need to prepare how you’ll respond if the hiring manager asks about your current or previous salary during negotiations. Stay calm and remember you are not obligated to disclose your pay history. You can keep your response vague and say your pay has varied based on the type of work and position you’ve held. You could also give a salary range instead of an exact figure — for instance, $70,000–80,000 — to provide you with some flexibility.
What is the lowest amount you’d be willing to accept? Have that figure in mind before you enter salary negotiation talks. It can be helpful to research your budget and the cost of living in your city to ensure you pick a comfortable, liveable wage. You’ll also want to consider other job factors, such as commuting and paid-time-off allowance. If you don’t receive your desired salary, are there other perks you could negotiate, such as extra PTO or more work-from-home days per week?
Whether you improved your last company’s bottom line or have garnered awards for your work, salary negotiations are the time to discuss your strengths and accomplishments. It can be helpful to compile a list of your achievements and commit them to memory so you can speak about them comfortably when asked for a rationale for a pay increase or salary bump.
Timing your salary negotiation talk may not always be possible, but when it is, you should choose a time when your boss is relaxed and free to talk. So a day filled with back-to-back meetings is probably not the best time to spring a discussion on them. Be sure to schedule it with plenty of notice and accommodate your employer’s schedule and time demands.
There are a few courses of action if your request is not approved, but a counteroffer is made. You can choose to maintain your position and ask for a higher offer, you can negotiate further to meet in the middle or you can accept the counteroffer. Be sure to accept the counteroffer graciously, whether you plan to take it or not.
There are several dos and don’ts to negotiating salary or asking for a raise. While some of the work happens while you’re in the room, much of it is in the preparation for salary talks that you’ll complete on your own beforehand. It’s important to keep a positive attitude and frame of mind as you negotiate.
It’s essential to research salary ranges and what pay is like in the current market before you go into salary talks. You can also come up with a list of reasons for your valuation.
Check resources for your particular job field to see what the market is currently paying. You should also look at your specific title and see any open job listings and if they list the salary range, as some employers in some areas are required to do. Make a list of accomplishments in your current or previous role that apply to your pay request and can strengthen your appeal for higher pay.
Every position you’ve ever held contributes to your experience and expertise. It’s important to look at your overall experience versus focusing on your achievements in the past year. The more reasons you can gather to warrant a pay increase, the better your chances should be of receiving what you ask for.
Focus on your strengths. Do you have extensive experience in one area that is important to your current company? Have you worn many hats in previous roles? Everyone has strengths that can be desirable to employers and sets them apart. It can even give you a bit of a confidence boost by looking at all that you have done in your career, which will help you go into the talks feeling more self-assured and comfortable.
How you approach negotiating is very important. A collaborative attitude is always a desired trait in the workplace, particularly with negotiation. Posing your request to your employer so it’s framed like a win-win for both parties can be a successful method. Although your employer is technically giving up something (more pay), you want it to seem like the value they’re receiving outweighs the pay increase.
It’s always a good idea to bring more value to the table than what you take away, and finding a way to communicate this to your employer is an excellent place to start. That’s why creating a list of your values can show your prospective employer what they stand to gain by giving you the salary you want.
There are other factors that go into a great compensation package other than the salary. Consider negotiating for other perks that are important to you. These can be used as bargaining tools if you cannot meet at a salary you’re comfortable with.
Beyond salary, other benefits can boost your overall package. Flexible work hours might accommodate your personal schedule better. If remote work appeals to you, negotiate for hybrid or full-time remote options. If you're moving for the role, ask about relocation assistance. PTO (paid time off) is also worth discussing, as is commuter reimbursement, which can help cover transit costs. Exploring these options can strengthen your compensation, even if salary negotiations hit a limit.
Negotiating your salary is nerve-racking for all employees and candidates, but especially so if you don’t have a lot of experience. Even if you’re fresh out of college without much experience in the workforce and are starting your job search, it’s still important to negotiate, so you don’t accept an offer that’s lower than what you deserve.
Without much experience, you might feel uncertain, but practice can help build your confidence. Try role-playing salary discussions with someone you trust to develop assertiveness and become more comfortable with negotiations.
Setting a realistic salary range based on research helps guide your negotiation and prevents you from accepting an offer that is too low. If you're unsure where to start, use resources like industry reports, job listings and salary databases to find the average pay for your position and experience level.
When ready, request a dedicated meeting with your employer to discuss your salary. A structured time helps show professionalism and ensures you can have an uninterrupted, focused conversation.
Ask about the company’s expectations, benefits and potential growth. Understanding their perspective allows you to align your negotiation with their priorities and find common ground.
Before the meeting, list your key achievements, skills and contributions. Having clear talking points helps you stay focused and effectively communicate your value during the negotiation.
Whether you’re negotiating with a new employer for a starting salary or asking for a raise, it’s best to lead with how excited or happy you are to be on the team and why the job is important to you. While the best way to discuss important matters with an employer is typically during a face-to-face meeting, in the age of remote work, that may not always be possible. Turning on your camera during a Zoom call can create personal interaction even at a distance. If there’s no way to have a face-to-face meeting or virtual call, then you can still have an effective negotiation by phone or email.
If you’re feeling stuck, try using these phrases and questions to open up your negotiation conversation. It can be helpful to have a script in mind to stick to if your thoughts go off-course or you’re feeling nervous, even as you naturally go with the flow of the conversation.
I’m excited at the prospect of coming onboard and getting to know the team.
Saying something that shows you are looking forward to collaborating can go a long way with an employer who wants to know if you’re a team player. Also, starting with a few opening lines about the work and value of the company rather than strictly the compensation can show that your mind isn’t just on the money.
It has been (length of time) since my last pay review, and based on my increased responsibilities and average salary for the industry, I’d like to request a raise to (amount).
If you’re negotiating for a raise, you can justify the reasoning that you have researched the going rate for your industry and title, and note that your responsibilities have increased or the scope of your role has expanded.
With my background/experience and the role's responsibility, I’d like (desired salary).
It’s not the time or place to discuss your rising rent or grocery costs. It’s best to state your desired salary simply and plainly, with the justification being the value you bring to the table.
Thank you for the offer. If you can move to (desired salary), I would be happy to accept the role.
You can say this if a counteroffer is made that doesn’t meet your expectations.
Is there any flexibility in the compensation package?
If the offer isn’t exactly what you bargained for and it doesn’t appear the employer will budge on it, you can see if there are other perks you can negotiate for, such as working from home, extra paid time off or other flexibility.
Overall, it's recommended to aim for a figure about 10-20% above the initial salary offer. For entry-level roles, try to request up to a 10% increase, as there's typically less room for negotiation. For mid-level positions, consider asking for a 10-20% bump, as these roles usually have more flexibility. Be mindful that some employers may have fixed salaries, so understand the company's policies before making your request.
Though it can be tempting to throw out a high number, you want your employer to know you’re serious and have done the research about a fair rate.
There are some pitfalls to look out for when negotiating your pay. Avoiding these common mistakes can keep you on the right track in your negotiation and prevent giving your employer any reason to deny your requests.
Even if you’re eager to accept a position, you want to give yourself room to negotiate a better salary. Thank the employer for the offer, and if you feel pressured on the spot, ask for a day to think about it to give yourself time to prepare to negotiate.
You’ll need to thoroughly prepare for your salary negotiation with a number in mind that is drawn from market research and calculating your own worth to the company.
It’s not the time to be humble or self-effacing. Be sure to come prepared with a mental list of what you’ve accomplished and the value you’ve brought to the company or previous roles.
Using a resource like Glassdoor or open records can help you ascertain how much the company in question pays for salaries. If you know the market rate is significantly higher than what they’re offering, you may not have luck with your negotiation and may want to rethink either the job or your expectations.
Once you come up with a bottom-line number that you need to feel comfortable accepting the job, you have to be willing to walk away from the opportunity if the employer cannot or will not match that.
Timing is definitely important when negotiating. The right time will depend on where you are in the hiring process and when your employer is not rushed. You probably don’t want to go back and forth with counter offer after counteroffer, so having the number you want and a number you won’t fall below in mind can help make for an efficient negotiating process.
When you’re looking for insider knowledge on getting the best salary, who better to consult than a career coach? MoneyGeek spoke with established experts who coach their clients on improving their career prospects.
A common mistake in salary negotiations is revealing your current salary too soon, according to Karen James Chopra, career coach at Chopra Careers, as this can limit your leverage. Christine Michel Carter, best-selling author and career coach at Minority Woman Marketing, and Kali Wolken, career counselor at The Lookout Point, stress that failing to research salary standards or accepting the first offer without countering is also a frequent error. Wolken further suggests letting the employer reveal their range first to avoid underbidding yourself and strengthen your negotiation position.
Wolken advises giving a salary range based on industry standards if you're asked for a figure. This strategy highlights your research and retains leverage. Wolken also suggests gathering comprehensive information about yourself, the role, the company, and the negotiator to navigate the negotiation confidently.
Additionally, Carter recommends the "contrasting" technique. Before negotiations, she recites a much higher number than her target, which makes her desired salary seem more reasonable. This method helps overcome imposter syndrome and improves the chances of achieving a favorable salary.
Chopra recommends using the rule of thumb is don't take it. They're counter offering almost from a sense of panic. They're going to throw some money at you, but in their mind you're tainted goods, and they're going to be waiting for you to make a mistake. Sometimes taking the counteroffer works out, but usually the advice is not to. If you decide you like your old company and want to stay, turn down the offer and don't tell your old company about it.
Ernest Boffy-Ramirez, PhD, a senior researcher at The University of Denver's Colorado Evaluation and Action Lab, stresses that salary negotiations should be tailored to the role, company, and market. He recommends using tools like Payscale for research and understanding pay transparency laws, while being cautious of employers posting broad or misleading pay ranges. Boffy-Ramirez also advises against revealing past salary history to avoid being lowballed and notes that negotiation approaches and perceptions vary based on gender, race and ethnicity.
When negotiating salary, you hope for the best possible outcome, but not all negotiations are successful. If you’re unable to receive an offer that aligns with your expectations, know that you still have options.
Make a salary counteroffer
Maybe the amount you first requested was denied, but there is still an opportunity to compromise and come up with a figure that works for both you and your employer. Before you enter negotiations, you must have a counteroffer in mind if they do not accept, so you can swiftly attempt to reach a compromise.
Ask for benefits other than a higher salary
If your salary counteroffer is refused and you’d still like the position, it’s worth asking about other benefits you can negotiate. Maybe you would be comfortable accepting the salary they offer if you can work a flexible schedule, for instance.
Know when to walk away from negotiations
If the salary offered does not meet your expectations, it may be time to walk away and find another job that better suits your needs and valuation.
If you’re feeling apprehensive about negotiating salary or asking for a raise, you’re not alone. It turns out there are several factors that influence how likely you are to ask for a raise. There’s hope you’ll succeed as more businesses are doling out raises.
A 2024 survey from the New York State Society of Certified Public Accountants shows Americans seek a 10% raise by year’s end, but fear prevents many from asking.
While 80% feel entitled to a raise, only 60% plan to request one.
Top concerns come from uncertainty on how to bring it up, which affects 32%, and 28% are afraid of rejection.
A large and still growing body of literature shows that there is no one size fits all approach to salary negotiations. What is known, though, is that a potential employee's aggressiveness during a negotiation will be perceived differently based on their gender, race, and ethnicity. This is particularly relevant for women adhering to the lean-in philosophy of career advancement.
A negotiating strategy needs to be tailored to the specific position, firm, industry, and local conditions, so knowledge of the existing pay structure and what benefits are available are crucial. Make sure to look up salaries in your area using a tool like the one provided by Payscale. Also, look up the salaries of junior and senior positions. A good screener will make sure pay and total compensation expectations are clear, but it is important you have an idea of where to begin. That said, recent pay transparency laws are removing a lot of the guesswork. Employers are posting ranges to give employees a better idea of where the negotiation can begin. Nevertheless, employers are also quickly adapting by widening pay ranges to technically be in legal compliance but also allowing them to avoid showing their hand to potential employees. Many firms have also been known to post deceptive upper bounds in an attempt to draw in more applicants, though they have no intention of hiring at the upper end. Finally, avoid revealing your prior salary history unless absolutely necessary. Savvy employers can use this information to lowball you.
Ask a question, it’s free
Ask an expertHaving a strong understanding of financial topics can help you determine what your salary needs are and what you should ask for. The following guides can help you learn more about industry and salary standards.
About Cheryl Wagemann
Cheryl Wagemann is a contributing writer at MoneyGeek, with over seven years of experience in digital and print media. She has covered topics on economics and banking for The Balance and was the shopping editor at Finder.
Wagemann earned her bachelor's degree in English from Montclair State University.
