Salary Negotiation
How to negotiate a job offer: know your market and your walk-away number, compare offers on total compensation, and ask clearly and politely.
Overview
Negotiation happens after the interviews, but it is part of the same process, and the way you handle it is noticed. The recruiter and hiring manager want someone who is clear about what they need, honest about other offers, and pleasant to deal with. They do not expect you to accept the first number without a question.
Most of the value in a negotiation comes from preparation. Before the call you should know what the role pays in your market, what your competing options are, and the lowest offer you would accept. With those three things, the conversation becomes a calm exchange of facts instead of a test of nerve.
Two rules keep you safe: never invent or inflate a competing offer. And get every term in writing before you resign from your current job.
- Preparation — Knows the market range and a walk-away number — Guesses on the call
- Scope — Discusses the whole package — Argues only about base salary
- Tone — Excited about the role, clear about the ask — Apologetic, or aggressive
- Honesty — Shares real competing offers — Bluffs
- Closing — Gets the final terms in writing — Accepts a verbal promise
What you will be able to do
- Answer 'What are your salary expectations?' without underselling yourself.
- Compare two offers on total compensation, not base salary alone.
- Make a clear, polite counteroffer, by phone or email.
- Avoid the common mistakes that cost money or goodwill.
Interview questions
- How should I approach salary negotiation?
- How do I answer: What are your salary expectations?
- How do I evaluate total compensation?
- What are the most common negotiation mistakes?
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