How to Negotiate a Salary: Scripts, Timing, and What to Say

Studies show that only 37% of workers always negotiate salary — but those who do earn an average of $5,000 more per year. Over a 40-year career, that gap compounds into hundreds of thousands of dollars. Learning to negotiate isn't just polite persistence — it's one of the highest-ROI financial skills you can develop.

When to Bring Up Salary

The golden rule: let the employer make the first offer. Once they do, you have a number to work from. If pushed early in the process, deflect: 'I'd like to learn more about the role before discussing compensation. I'm flexible for the right opportunity.'

The best time to negotiate is after you receive a written offer — not during the interview. At that point, you have the most leverage: they've chosen you.

Research Your Market Value

Before any negotiation, anchor your number in data. Use Glassdoor, Levels.fyi, LinkedIn Salary, or the Bureau of Labor Statistics Occupational Outlook Handbook. Aim for the 60th–75th percentile of your role, experience level, and city.

The Counter-Offer Script

Once you have an offer, use this structure:

1. 1Express genuine excitement: 'I'm really excited about this opportunity.'
2. 2Name your number (10–15% above their offer): 'Based on my research and experience, I was expecting something closer to $X.'
3. 3Stay silent. Don't fill the pause.
4. 4If they push back, ask: 'Is there any flexibility on the base?' or 'What would it take to reach $X?'

What If They Say No?

A 'no' on base salary doesn't end the negotiation. Ask about signing bonuses, extra PTO, remote work flexibility, earlier performance reviews, or equity. These are often easier for companies to grant than base salary changes.

Negotiating a Raise at Your Current Job

The best time to ask is after a win: a completed project, a great performance review, or a company milestone. Build your case with specifics: 'I've taken on X, delivered Y, and contributed to Z. I'd like to discuss adjusting my compensation to reflect that.'

• Document your wins in a running list throughout the year
• Reference market data to show you're underpaid, not just that you want more
• Ask for a specific number — vague requests get vague answers
• Give your manager time to prepare — don't ambush them

Common Mistakes to Avoid

• Accepting the first offer without any counter
• Justifying your ask with personal expenses ('I need more because of my rent')
• Being apologetic or over-qualifying your request
• Negotiating via email when a call gives you more nuance
• Accepting a vague promise of 'we'll revisit in 6 months' without a written date