Phase 1: Research Before Any Conversation
- Find three salary data points for your specific role, location, and experience level
- Use Glassdoor, LinkedIn Salary, and Levels.fyi (for tech) — take averages across sources
- Identify your target number: 10–15% above your likely offer based on experience and research
- Know your walk-away number: the minimum you’d accept
- Prepare your value summary: specific accomplishments, skills, or experience that justify the higher number
Phase 2: The Negotiation Conversation
When you receive the offer: express genuine enthusiasm, then pause. Don’t accept immediately. 'I’m very excited about this opportunity — can I have until [specific date] to review the details?' This buys you time and signals you’re evaluating seriously.
Salary negotiation scripts for common situations
| Situation | What to Say |
|---|---|
| Receiving an offer | 'I’m excited about this role. I’ve done some research, and given my [specific experience], I was thinking around $X. Is there flexibility there?' |
| They counter low | 'I understand the constraints. Is there flexibility on [signing bonus / extra PTO / remote schedule]?' |
| They say the budget is fixed | 'I understand. Could we set a 6-month review instead of 12-month to revisit compensation?' |
| They push back on your number | 'I can share how I arrived at that figure based on market data — can I walk you through it?' |
| They ask for your current salary | 'I’d prefer to focus on the value I’d bring to this role. Based on my research, fair market for this position is $X–$Y.' |
After you state your number, stop talking. The silence feels uncomfortable — but it’s working for you, not against you. The first person to fill the silence in a salary negotiation typically concedes ground. State your number clearly, then wait for their response. This is the single most impactful negotiation technique that most people never use.
Calculate the Value of Negotiating
Enter the offer amount and your target — see the career value of closing the gap through negotiation.