Salary negotiation: know your number, then say it
I'll admit I'm bad at this part. But there are levers, and you can twist them to squeeze out a bit more.
Whatever you agree to, make sure you're happy with it. If you say you want X or Y, and they come in at X, but the number you needed was Y... then you should have just said Y. Know your actual boundaries, not just what you hope for.
Don't get the job and then be annoyed at the salary band. They're trying to find the right person who can do the job for the money they have available. Your part is knowing whether that works for you before you say yes. Good luck.
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- The free stuff
Find the range before they ask
Look up the job in the Occupational Outlook Handbook for the national picture, then check Levels.fyi or Payscale for specific companies and cities. In the US, many job postings now list a pay range, and companies that sponsor visas publish what they pay (see h1bdata.info). That's hard data for specific titles at specific companies.
Know your numbers
Before any conversation about money, write down two numbers: the lowest you'd take and still be glad you said yes, and what you'll ask for. The first one is your boundary. Don't say a number below it, even as the bottom of a range.
The levers besides base pay
If they can't move on salary, they might move on something else:
- Sign-on bonus
- Start date
- Title or level
- Remote or flexible days
- Paid time off
- Equity or bonus target
- When your first raise review happens
- A training or certification budget
What to say
When an offer comes, thank them and ask for a day or two to look it over. That's normal. Then come back with one specific number and a short reason: what the market data says, or what you're bringing. Be pleasant and direct. Most companies expect some back and forth, and a polite ask is rarely what costs someone an offer.
The free stuff
Start here4
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Occupational Outlook Handbook
Official median pay, job outlook and education requirements for hundreds of jobs, from the Bureau of Labor Statistics.
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Levels.fyi
Salary data by company, title and city, including bonus and stock. Strongest for tech, growing elsewhere.
The catch: Their negotiation coaching is paid. The salary data is free.
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h1bdata.info
Millions of salary records companies filed with the Department of Labor for visa jobs. Search by company, title and city.
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Harvard Program on Negotiation
Free articles on salary negotiation from people who teach negotiation for a living.
The catch: Some reports ask for your email. Their courses are paid.
Good, with a catch2
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Payscale
Salary ranges by job, employer and city.
The catch: Basic ranges are free. The personalized report makes you fill out a survey.
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Glassdoor salaries
Salaries reported by employees at specific companies.
The catch: Most of it unlocks only after you contribute a review or salary of your own.
Worth a look1
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Ramit Sethi's negotiation scripts
Word-for-word scripts for asking for more. Useful if you freeze up when it's time to talk money.
The catch: The site sells courses. The scripts are free.
Questions people ask
How do I answer "what are your salary expectations"?
If you can, ask what the range is for the role first. If you have to give a number, give a range whose bottom is a number you'd be happy with, based on market data.
How do I counter a low offer?
Thank them, then name one specific number and a short reason. If base pay is stuck, ask about the other levers: sign-on bonus, title, start date, time off, or an early raise review.
Is it rude to negotiate?
No. Most employers expect it. Be polite, be specific, and don't bluff about other offers you don't have.
Can I negotiate after I already said yes?
You can raise it, but it's much harder, and it costs some goodwill. Take the day to think before you say yes.