How to Negotiate Salary: Research, Timing and What to Say

Many people accept the first number they are given because negotiating feels uncomfortable. A salary conversation is a normal business discussion, and preparing for it makes it much less stressful. This guide covers what to research before you name a number, when to raise it, what to say, and how to compare offers fairly.

It gives general guidance, not financial or legal advice, and it cannot promise any particular result. Laws and customs vary by country, so check what applies to you.

Step 1: Research a realistic range

Collect numbers from several independent sources and compare them:

• Job postings that state a range for the same role, level and location.
• Salary surveys and reports from reputable sources for your industry.
• Peers and mentors willing to share a general range.
• Recruiters, who often know the typical range for a role.

Then adjust for your own situation: years of experience, skills that are scarce, the size and type of company, the city, and whether the role includes more responsibility than the title suggests. Write down three numbers: the figure you hope for, a figure you would be happy with, and the lowest figure you would accept. Knowing your walk-away number before the conversation keeps you from agreeing to something you will regret.

Step 2: Look at the whole package

Salary is only one part of what an employer offers. Compare:

• Base pay and how often it is reviewed.
• Variable pay or bonus, and how it is actually calculated and paid.
• Benefits such as health insurance, retirement contributions and paid leave.
• Allowances, relocation support or a joining bonus.
• Equity or stock, and what conditions apply.
• Working arrangements such as remote days, hours and travel.
• Notice period and start date.

In some markets, offers are quoted as a total annual figure that includes components you will not see in each monthly payment. Ask for a breakdown so you can compare what actually reaches your bank account. Our free salary calculators can help you convert annual figures to monthly ones.

Step 3: Choose the right moment

The best time to negotiate is after the employer has said they want you, usually when they make an offer. At that point they have already decided you are the right candidate, and your position is strongest.

If someone asks about money early, for example in an application form or a first call:

• Give a researched range instead of a single number.
• Say you would like to learn more about the role first, so the figure can be accurate.

Step 4: What to say

Use a calm, collaborative tone. You are solving a shared problem: finding a figure that works for both sides.

When asked for your expectations early:

"Based on my research for this role and my experience, I am looking at a range of [X] to [Y]. I am flexible depending on the full package and responsibilities."

When asked for your current salary and you prefer to redirect:

"I would prefer to focus on the value of this role and the market range for it. I am looking for [X] to [Y]."

When you receive an offer you want to improve:

"Thank you, I am excited about the role. Based on my experience with [specific skills or results] and the market range I have seen, I was hoping for [figure]. Is there flexibility to get closer to that?"

When they say the base is fixed:

"I understand. Could we look at other parts of the package, such as a signing bonus, an early review at six months, or additional leave?"

When you need time to decide:

"Thank you. I would like to review the full offer carefully. Can I get back to you by [date]?"

Step 5: Explain your value, not your needs

Employers respond to reasons that relate to the job. Strong reasons include:

• results you have delivered that match what the role needs,
• skills or certifications that are hard to find,
• a competing offer (only if it is genuine),
• scope that is larger than the title suggests.

Weaker reasons are personal expenses or "I need more because rent increased". They may be true, but they do not change what the role is worth to the company.

Comparing two offers fairly

Make a simple table with each offer's base pay, bonus, benefits, leave, working arrangement, growth opportunities and the manager or team you would work with. A higher salary can be less valuable if it comes with long hours, little growth or a higher cost of living. Decide which items matter most to you before you look at the totals.

If you are moving abroad

Compare after tax, not only gross pay, and consider the cost of housing, healthcare, visas and travel. A figure that looks large in one currency may go less far in another country. Our guides on Canada and the USA cover the job-search side of relocating.

Common mistakes

• Naming a number before you have researched.
• Accepting immediately, without asking for time.
• Giving a very low figure because you are afraid of losing the offer.
• Making demands or ultimatums instead of asking questions.
• Focusing only on base pay and ignoring the rest of the package.
• Negotiating before the employer has shown they want you.

Before you negotiate: a checklist

• I have gathered at least three sources for a realistic range.
• I know my target, my happy figure and my walk-away figure.
• I can state two or three reasons connected to the role.
• I know which non-salary items matter to me.
• I have practised my script out loud.

A stronger resume also supports a stronger negotiation. Check yours with our free ATS resume check and see how interviews are structured in our interview preparation guide.