How to Negotiate a Salary

Whether you’ve just gotten a job offer or are looking for a pay bump, the same question remains: how do you get paid what you’re worth? In a salary negotiation, people often make the mistake of underestimating their leverage and power. That may be why 40% of Americans feel like they’re underpaid.^[1] No worries, though. We’ve put together a comprehensive guide to help you prepare and know exactly what to say. Read on to find out how to get the salary you deserve—and to learn why you might have more of a negotiation advantage than you think.

[Edit]Steps

[Edit]Research salary trends in your industry.

1. Know your worth as an employee so you aren’t cheated out of a fair wage. Search for your job position on different job hunting sites—places like Payscale, Salary, Indeed, Glassdoor, and SalaryExpert are all great places to start.^[2] It can also help to chat with current employees at the company to see what their salary and benefits packages look like.^[3]
   
   • The U.S. Bureau of Labor Statistics is another great resource for researching salary ranges: https://www.bls.gov/
   • Check in with your friends, family members, and mentors, too! Anyone experienced in job-hunting may have some helpful tips and insights.^[4]
   • Be sure to factor in your experience and education as you research. You don’t want to undersell yourself!

[Edit]Plan ahead for difficult questions.

1. A little mental prep helps you stay cool and collected during negotiations. Assume that your employer will ask you a lot of on-the-spot questions, like “What other job offers do you have at the moment?” or “Are you planning on accepting our offer?” Come up with a neutral and honest response ahead of time so you don’t feel tripped up during the conversation.^[5]
   
   • Example question: “What other job offers do you have at the moment?”
     Example answer: “I’ve been in contact with a few other companies, but I haven’t made any final decisions yet.”
   • Example question: “Are you planning on accepting our offer?”
     Example answer: “I plan on giving your offer the time and consideration that I think it deserves.”
   • In some cases, you can negotiate your salary over email. In this case, you don’t have to worry as much about preparing for difficult questions beforehand.

[Edit]Practice for the conversation ahead of time.

1. Practicing helps you feel more comfortable and confident for the negotiation. Ask a friend or loved one to sit down and rehearse the negotiation with you. Give them a list of different questions to ask so you can practice your answers in advance.^[6]
   
   • Encourage your friend to ask you questions like “What makes you qualified for a higher salary?” or “Why do you think you deserve an increased hourly wage?”
   • Practice different types of confident body language throughout these practice rehearsals, like keeping your palms face-up or standing with a wide stance.^[7]

[Edit]Prepare to walk away if needed.

1. Decide what salary you’re willing to settle for ahead of time. Stick to that baseline salary throughout the negotiation. If the employer refuses to meet it, thank them for their time and explain that you won’t be able to accept the position.^[8]
   
   • For instance, your baseline might be a 5% increase of your current salary. If the employer refuses to pay more than your current salary, you’d walk away from the negotiation.
   • You could say “Thanks so much for taking the time to meet with me today. I really appreciate your offer, but it isn’t a good fit for me at this time.”
   • Be prepared to potentially walk away when negotiating a raise, too. Talking with your boss will help you understand what your employer values most, and if you’re a big priority to them. Walking away may be the best option if your current employer doesn’t treat you with the respect and importance you deserve.^[9]

[Edit]Boost your confidence before the meeting.

1. Visualizations and affirmations help you enter the meeting with a clear head. Before you go into the meeting, visualize a soothing river flowing through your mind. Let each nervous and anxious thought about the meeting fall into the “river” and float away. You can also repeat assuring, confidence-boosting affirmations to help you feel better, like:^[10]
   
   • “I’m capable of anything.”
   • “I’m a strong, experienced, and talented individual who deserves to be paid fairly.”
   • “I’m great at staying calm in tough situations, and this is no exception. I’ve got this!”

[Edit]Put yourself in the employer’s shoes.

1. It’s easier to negotiate when you know what the other party wants. Pretend you’re sitting in the employer's chair for a moment—what are they hoping to get out of these negotiations? What are they most concerned about, and what are their biggest priorities? Knowing and understanding the employer’s goals can help you make a persuasive case during your salary negotiation.^[11]
   
   • Let’s say that you’re negotiating a raise for your hourly wage. One of your manager’s biggest stressors is not having enough staff to consistently cover more difficult shifts. In your negotiations, you could address this point by offering to take on some of these shifts in exchange for a higher wage.
   • If the employer really values teamwork and cooperation, you could showcase different examples of all the times you were a team player.

[Edit]Let the employer propose a salary first.

1. People who go second in negotiations often have the upper hand. If your employer asks for your desired salary, flip the question around so they have to answer it. Asking a question like “What is your salary range for this position?” forces the employer to mention an exact amount of money first.^[12]
   
   • Don’t be discouraged if the salary range is a bit lower than what you’re expecting. Employers tend to stick with lower numbers at the beginning of negotiations.
   • The same logic applies if an employer asks you about your current salary. Instead of answering directly, ask “What have you budgeted for this job position?”^[13]

[Edit]Explain your value as an employee.

1. Clear, documented evidence of your success helps justify the negotiation. Give the employer a run-down about what you accomplish during an average workday, as well as during an average work week. Prepare a performance review folder ahead of time, which you can fill with commendations and endorsements from your peers.^[14]
   
   • Use your resume and cover sheet to your advantage, too! Point out some of the proudest, most impressive achievements that you have listed there.
   • People often forget about what they bring to the table and end up almost negotiating against themselves when they’re in a lower-status position.^[15]

[Edit]Be honest about your achievements.

1. Lies and exaggerations won’t paint you in a very positive light. Resist the urge to portray your experience and accomplishments as more than they actually are. Salary negotiations are all about building a solid, trustworthy connection with your employer, so it’s important to meet the other party halfway.^[16]
   
   • What not to say: “I led a huge team of employees that created ground-breaking improvements at my past workplace.”
   • What to say: “I was part of a small task force that helped improve efficiency around the office.”
   • Don’t lie or fudge the details about things that are really easy to cross-reference, like your current salary. It can feel good to give yourself an extra boost at the moment, but that lie won’t do anything for your long-term credibility.

[Edit]Share any questions you have.

1. Thoughtful questions help you and the employer stay on the same page. Feel free to ask about the job offer itself, the job description of the position you’re being offered, or anything else that you’re curious about. It’s the employer’s duty to make sure that you understand every aspect of the offer that’s on the table—plus, asking intelligent questions helps showcase your negotiation chops. You might ask:
   
   • “What’s the estimated start date for this position?”
   • “Does this position have a sign-on bonus?”
   • “Would you mind telling me more about the benefits for this position? When would they be starting?”
   • “Is this a negotiable offer?”^[17]

[Edit]Take a moment of silence.

1. Quiet, reflective moments help you and the employer reach a better agreement. Researchers have found that moments of silence give both the employer and the employee more time to reflectively think about the negotiation at hand. This shift to a more productive mindset helps you get the most out of the negotiation and reach a better bottom line.^[18]
   
   • We’re not talking about a long, awkward silence here—just a few seconds is enough to do the trick.

[Edit]Factor perks and benefits into your counter-offer.

1. Your salary may not be the only thing up for negotiation. Factors like paid time off, retirement perks, health insurance, remote work options, and other benefits could all be on the table. Think about which of these perks are most valuable to you, and add them into your final counter-offer.^[19]
   
   • If flexibility is a big priority for you, you might negotiate a remote work-from-home plan, along with four-day work weeks.
   • If benefits are your biggest priority, you could focus more on your paid time off and insurance benefits.
   • A good benefits package can potentially make up for an underwhelming salary offer.

[Edit]Make a single counter offer.

1. The employer won’t be pleased if you keep making new requests. Put yourself in the employer’s shoes for a second. How would you feel if a prospective (or current) employee kept adding on request after request to a job offer? It would probably make you feel annoyed, disrespected, and less likely to take that candidate seriously. With that logic in mind, mention everything that you’d like at one time, so the employer knows exactly where you stand.^[20]
   
   • For example, mention that you’d like more paid time off, a larger bonus, and a longer parental leave period all at once rather than asking for each perk individually.
   • Think back to all the salary research you did before the negotiation. What was the average salary range for your job position? Pick a high number from this range—just make sure that it’s within reason.^[21]
   • Even if your employer negotiates down, you’ll still end up with a higher salary than you might have gotten originally.

[Edit]Request the final offer in writing.

1. A written offer lets you hold your employer accountable should you accept the offer. Employers may promise specific benefits and perks during your negotiation, only to completely forget about them later on. A written offer gets everything out in the open, so there’s no doubt about what you and your employer agreed upon.^[22]
   
   • “Is there any way to get this offer in writing? We’ve had a really great discussion today, and I want to make sure I remember everything we decided on.”
   • “Would you mind putting this offer in writing? I’d love to have a physical copy of everything we went over.”

[Edit]Ask for time to consider the final offer.

1. Make sure you’re happy with the offer instead of accepting it on the spot. Ask the employer what their deadline is for your decision, and see if you can get at least a few days to weigh your options. Let them know how thankful you are for the opportunity, and explain that you want to give their offer a lot of thought and meditation before committing to anything.^[23]
   
   • “Thank you so much for your consideration and interest in me as a candidate. Would it be okay if I took a week to look over everything and weigh my options?”
   • “I’m so grateful for the opportunity you’ve offered me here. Is it okay if I take a few days to think things over before committing to anything?”

[Edit]Tips

• See if you can schedule your salary negotiation for a Thursday or Friday. Some research suggests that people become more flexible and agreeable as the week goes on.^[24]
• Try to view salary negotiations as a positive opportunity rather than a dreaded conversation. You deserve to be paid what you’re worth!^[25]

[Edit]References

[Edit]Quick Summary

1. ↑ https://news.gallup.com/poll/241682/four-workers-think-underpaid.aspx
2. ↑ https://careerengagement.utexas.edu/undergraduate-students/prepare/offer-salary-negotiation/
3. ↑ https://www.science.org/content/article/ten-tips-negotiating-job-offers
4. ↑ https://www.science.org/content/article/ten-tips-negotiating-job-offers
5. ↑ https://online.hbs.edu/blog/post/salary-negotiation-tips
6. ↑ https://www.ncda.org/aws/NCDA/pt/sd/news_article/283945/_PARENT/CC_layout_details/false
7. ↑ https://hbr.org/2017/04/6-ways-to-look-more-confident-during-a-presentation
8. ↑ https://www.forbes.com/sites/alexandradickinson/2017/08/29/how-to-know-when-its-time-to-walk-away-from-a-negotiation/?sh=77f6a0f66611
9. ↑ https://hbr.org/2021/12/dont-ask-for-a-raise-negotiate-it
10. ↑ https://www.fastcompany.com/90370098/these-instant-confidence-boosters-can-help-you-overcome-your-nerves
11. ↑ https://socialwork.columbia.edu/wp-content/uploads/10-salary-negotiating-tips.pdf
12. ↑ https://www.apa.org/monitor/2015/12/first-salary
13. ↑ https://www.wsj.com/articles/how-to-negotiate-a-job-offer-the-dos-and-donts-11607553703
14. ↑ https://www.ncda.org/aws/NCDA/pt/sd/news_article/283945/_PARENT/CC_layout_details/false
15. ↑ [v161314_b01]. 27 March 2020.
16. ↑ https://www.wsj.com/articles/how-to-negotiate-a-job-offer-the-dos-and-donts-11607553703
17. ↑ https://my.pba.edu/ICS/icsfs/10_Questions_to_Ask_When_Negotiating_Salary.pdf?target=0b846020-ba7e-4550-98e4-19fbfefbeb73
18. ↑ https://www.forbes.com/sites/markcperna/2021/04/13/6-tips-to-negotiate-your-salary-with-confidence-and-get-what-youre-worth/?sh=350a697935f3
19. ↑ https://www.wsj.com/articles/how-to-negotiate-and-counter-a-job-offer-11607356041?mod=article_inline
20. ↑ https://www.wsj.com/articles/how-to-negotiate-and-counter-a-job-offer-11607356041?mod=article_inline
21. ↑ https://socialwork.columbia.edu/wp-content/uploads/10-salary-negotiating-tips.pdf
22. ↑ https://www.science.org/content/article/ten-tips-negotiating-job-offers
23. ↑ https://careerengagement.utexas.edu/undergraduate-students/prepare/offer-salary-negotiation/
24. ↑ https://www.psychologytoday.com/intl/articles/199809/if-its-thursday-ask-raise
25. ↑ https://ucfalumni.com/images/careerservices/CAREER_6_Tips_to_Negotiate_Your_Salary_with_Confidence_GUIDE.pdf