The Complete Salary Negotiation Guide

Salary negotiation is one of the most impactful career skills you can develop. Research shows that failing to negotiate your starting salary can cost you over $1 million in lifetime earnings. Yet many professionals still accept the first offer they receive. Here is how to change that.

Do Your Research First

Before any negotiation, you need to know your market value. Use resources like Glassdoor, Levels.fyi, Payscale, and LinkedIn Salary to understand the compensation range for your role, experience level, and location. Talk to peers in similar positions when possible.

Know Your Walk-Away Number

Determine your minimum acceptable offer before the conversation begins. Factor in your current compensation, cost of living, financial obligations, and the full benefits package. Having a clear bottom line prevents you from making emotional decisions under pressure.

Let Them Make the First Offer

Whenever possible, avoid naming a number first. When asked about salary expectations early in the process, redirect with something like “I would love to learn more about the role before discussing compensation. What is the budgeted range for this position?”

Negotiate the Total Package

Salary is just one component of compensation. Consider negotiating:

• Signing bonus — often easier for companies to offer than a higher base salary
• Equity or stock options — can be substantial at startups and public companies
• Remote work flexibility — worth quantifying in terms of commute savings
• Professional development budget — conferences, courses, certifications
• Extra PTO — sometimes easier to negotiate than a higher salary
• Title — can impact future earning potential

Use Silence as a Tool

After presenting your counteroffer, resist the urge to fill the silence. Let the other person respond. Silence creates space for the employer to come back with a better number or to explain constraints that you can then work around.

Always Get It in Writing

Verbal agreements mean nothing in compensation negotiations. Before accepting any offer, request a formal offer letter that details your base salary, bonus structure, equity, benefits, start date, and any other negotiated terms. Review it carefully before signing.

Practice Makes Perfect

Negotiation is a skill that improves with practice. Role-play with a trusted friend before the real conversation. Practice staying calm, articulating your value, and responding to common pushbacks like “This is our best offer” or “We do not have budget for that.”