There is usually one final hurdle to cross before you eventually get a job offer. Although people rarely think about it, the reality is that it can make or break your attempt at getting a job. For many candidates, negotiating your salary is usually where it all falls apart. While some people still get to keep the job, a study shows that 67% of applicants fail to negotiate their salaries before signing the offer. letter.
Here’s the truth: negotiating your salary is not rude, risky, or entitled. It is smart, and more importantly, it’s expected. Hiring managers and recruiters know you’re going to ask for more. In fact, they’re often surprised when you don’t. That’s why in this article, we’ll walk you through exactly how to negotiate a job offer with confidence, even if you’re nervous, and to give you the practical salary negotiation tips you never got in school.
Why Salary Negotiation Matters More Than You Think
Negotiating isn’t just about asking for a couple extra bucks. It has a ripple effect that follows you throughout your entire career. First of all, the number you accept becomes your baseline—the foundation for every future raise, bonus, promotion, and even future job offers. Employers often calculate increases based on your current salary. If you start low, you stay low. It’s the compound interest of underpayment.
Second, negotiating establishes your professional identity. It shows that you know your worth and are comfortable advocating for it. You might worry that asking for more will make you seem greedy or ungrateful, but the opposite is true. Negotiating—when done respectfully—shows confidence, maturity, and an understanding of how business works.
And finally, there’s the simple fact that most companies expect candidates to negotiate. Hiring managers often leave room in the budget for a back-and-forth. If you accept the first offer, you’re likely leaving money on the table—not because the company is evil, but because you didn’t take the opportunity to advocate for yourself.
When to Negotiate (and When to Hold Off)
The golden rule: don’t start negotiating until you have a formal offer. If you try to talk salary too early—especially during the initial phone screen—it can backfire. Your focus should be on showing them you’re the right person for the role. Let them decide they want you. Then, when the offer is on the table, that’s your moment.
That said, you might still get asked about your salary expectations early in the process. When that happens, it’s totally fair to give a range based on market research but keep it a little higher than your minimum. Or, if you’re not ready to commit to numbers yet, say something like, “I’d love to learn more about the role and responsibilities first, but I’m confident we can land on something fair based on market rates and my experience.”
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Step 1: Know Your Value
You can’t negotiate well if you don’t know what you’re worth. That starts with market research. Go to salary data platforms like Glassdoor, Payscale, Levels.fyi, and Blind to look up salaries for your role, your experience level, and your location. If the company is public or large, you can sometimes find salary bands listed outright. If it’s a startup, you might have to dig a little deeper but ranges still exist.
Also think beyond the role title. What industry is it in? What’s the cost of living where they’re based (or where you’re living, if it’s remote)? Have they raised a lot of funding recently? Are they hiring aggressively or tightening belts? These context clues help you figure out what’s realistic to ask for.
And then, get brutally honest with yourself about what you personally bring to the table. What makes you valuable? Are you someone who builds processes from scratch? Someone who grows revenue? Someone who can walk into chaos and make it work? Write down your most impactful accomplishments and get ready to use those as your core argument.
Step 2: Set Your Numbers (Yes, Multiple)
Never walk into a negotiation with just one number in your head. You need three:
- Your Ideal: This is the number that makes you excited to say yes. Your stretch goal.
- Your Target: The number that feels fair and backed by your research.
- Your Floor: The lowest number you’d be willing to accept without resentment.
If they offer something below your floor, that’s a no-go. It means you either push back harder or politely walk away.
And keep in mind: total compensation matters too. Salary is important, but benefits, equity, bonuses, PTO, flexibility, and growth opportunities all have value. Sometimes an offer that’s lower in cash is higher in long-term potential.
Step 3: Start With Gratitude, Then Make the Ask
When the offer arrives, don’t panic. Even if it’s lower than expected, don’t react emotionally. Start by thanking them for the opportunity. Say you’re excited. Tell them you’re grateful they want you on the team. Then pivot to your counter.
Here’s a simple structure you can use:
“Thanks again for the offer! I’m really excited about the role and the opportunity to work with your team. After reviewing the offer and comparing it to current market rates for similar roles, I was hoping we could revisit the base salary. Based on my [X years of experience] and the impact I’ve had in similar roles—[insert specific result]—I believe [$target amount] would be a more appropriate starting point.”
Keep it respectful. Keep it clear. And most importantly, keep it focused on your value, not your bills, needs, or personal situation. Employers pay for outcomes, not circumstances.
Step 4: What If They Push Back?
Sometimes, they’ll say yes. Awesome. Other times, they’ll say they can’t move on base salary. That’s not the end of the conversation, rather it’s an invitation to explore other pieces of the package.
Here are things you can ask for:
- A signing bonus
- More PTO
- Equity or stock options
- A 6-month salary review instead of the standard 12
- Professional development budget
- Remote work flexibility or a 4-day work week (yes, some offer it)
Be flexible but firm. If they’re excited to hire you, most companies will try to meet you somewhere in the middle.
If You’re Nervous, Here’s What Helps
Even experienced professionals get nervous negotiating. Here’s how to push through it:
First, practice out loud. Don’t just think about what you’ll say, practice saying it perhaps to a friend or in front of a mirror. Lightforth’s Interview Prep can also simulate salary conversations and coach you through it. Rehearsing makes it feel familiar and familiarity builds confidence.
Second, use silence strategically. When you state your ask, stop talking. Don’t fill the silence. Let them respond. Most people over-talk and end up undercutting their own argument.
Third, write down your talking points. It’s okay to bring notes to a call or refer to a script in an email. You’re not being robotic, instead it shows you’re being prepared.
And finally, don’t apologize for asking. Don’t say “sorry,” “just,” or “I know this is a lot.” You’re not being difficult. You’re having a business conversation about compensation. You deserve to be there.
Pitfalls to Avoid During Salary Negotiation
Let’s talk about what not to do because even one wrong move can cost you.
1. Don’t accept immediately out of fear.
You might worry they’ll rescind the offer. That’s extremely rare, especially if you’re respectful. Take the time to evaluate and respond thoughtfully.
2. Don’t make it personal.
Avoid saying things like, “I have student loans” or “I really need more.” Focus on your value, not your needs.
3. Don’t lie.
Don’t inflate numbers or invent competing offers unless they’re real. If you get caught, it destroys trust and the offer.
4. Don’t ignore red flags.
If a company is offended by a polite negotiation, or pressures you into a quick yes, ask yourself what that says about how they treat employees long term.
5. Don’t forget the big picture.
Salary matters. But so does the work, the culture, the growth path. Make sure you’re negotiating for the life you want not just the number.
What If They Say No?
Sometimes, they just can’t (or won’t) move. If everything else about the job feels right, you might still decide to take it—but get clarity on when your salary can be revisited. Can you re-negotiate after six months? Is there a structured raise process?
If the answer is no to all of that, and the offer doesn’t meet your needs or worth, it’s okay to walk away. You’re not rejecting them, you’re choosing yourself. And that’s powerful.
Negotiation Is a Skill—Not a Personality Trait
You don’t need to be extroverted, aggressive, or business-savvy to negotiate your salary. You just need to be prepared, informed, and willing to have the conversation. Like anything else, it gets easier with practice. The more you do it, the more natural it feels—and the more money you make over time.
If you struggle with negotiation, confidence is what you need and Lightforth Interview Prep prepares you to confidently speak with hiring managers and still pass your point across. Sign up today and practice to gain the confidence you need.
You’ve worked hard to get the offer. Now make sure it pays you what you deserve.