Do your homework first
Salary conversations feel easier when you walk in knowing your numbers. Before the call, look up the pay range for this role, level and city, using job postings, salary surveys from your field and people you trust. Then decide two figures for yourself: the range you will ask for, and the number you would happily say yes to.
Also think about what matters to you beyond base pay. Time off, remote days, a bonus, a start date or an early pay review may be worth as much to you as a higher salary.
When they ask for your number
Recruiters often ask early what you are looking for. Give a range, not one number, and tie it to the market and the role. Keep it short and calm, then stop talking.
If you are asked about your current or past salary, know that the rules on this differ by country and by state or region, so check what applies where you live. In any case, you can steer back to what the new role is worth.
Based on what I’ve seen for similar roles at this level in [city], I’m looking for something in the range of [your range]. I’m flexible depending on the full package, and I’d like to learn more about the role’s scope too.
When the offer comes
Start with thanks. Say you are pleased about the offer and excited about the role before you negotiate anything. Then you do not have to decide on the spot. It is fine to ask for a little time.
Thank you, I’m really glad to get this offer and I’m excited about the team. Could I have until [day] to look at the full package? I’d like to come back to you with any questions then.
Making a counteroffer
If the offer is below what you researched, say so plainly and kindly, and explain why with your own impact, skills and market data, not personal needs like rent or bills. Name your number, then pause. Let the silence do the work.
If they hold the line, stay calm. Ask what is behind the figure, and whether there is room elsewhere in the package. Avoid ultimatums and never bluff about other offers you do not have.
I appreciate the offer. Given my experience running [type of project] and the market range I’ve seen for this role, I was hoping for something closer to [your number]. Is there any flexibility there?
Look at the whole package
If base pay will not move, many other things can. Pick the two or three that matter most to you rather than asking for everything at once.
- A sign-on bonus
- Equity or a performance bonus
- Extra time off
- Remote or flexible days
- A later or earlier start date
- A pay review after six months instead of a year
- A title that reflects the scope of the role
Close it clearly
When you reach an agreement, sum up what was agreed in one or two sentences, so there is no confusion. Then ask for the final offer in writing and confirm the next steps. A warm, collaborative tone through all of this matters: you will be working with these people, and how you negotiate is part of the first impression.