Negotiation is expected
Employers build room into an offer and rarely take offense at a counter, if it's well-argued. Silently accepting the first number is a common, expensive mistake.
Before talking numbers
Know the market. Gather a range for your role, level, and region. Concrete data is your main lever.
Don't name a number first if you can help it. To "what are your expectations?" it's fair to return: "I'd like to understand the range for this role — what budget do you have?" Whoever names first often loses.
If you must name one, give a range slightly above your desired minimum, anchored to market data.
How to ask for more
Argue from value, not need: "Based on the market and my experience in X, I'd expect closer to Y" beats "I need more." Ask for a specific number, not "a bit higher."
Beyond base salary
Salary isn't the only variable. On the table: bonus, equity, remote, vacation, learning budget, start date, level. If base is capped, move along the other axes.
Tone
Friendly and firm. You're not an adversary but a future colleague agreeing on fair terms. Show you want the job — while valuing yourself.
Checklist
- Market range for the role known
- A "don't name a number first" strategy ready
- The ask is argued from value, not need
- A list of non-salary terms to negotiate prepared