01 Research a realistic range first
Walk in knowing what the role pays for someone with your experience in your market. A grounded range gives you a number to anchor to and the confidence to counter without guessing. Aim to know a low, a target, and a stretch figure before any money is discussed.
- ✓ Cross-check several salary sources for the role, level, and location.
- ✓ Factor in your specific experience and any specialized skills the role needs.
- ✓ Decide your walk-away number privately, before the conversation starts.
02 Let them name a number first when you can
Whoever names a figure first sets the anchor, so it is usually to your advantage to let the employer go first. If pushed early for your expectation, you can give a researched range or say you would like to understand the full role and scope before discussing compensation.
- ✓ Deflect an early "what are you looking for?" by asking about the budgeted range for the role.
- ✓ If you must answer, give a researched range rather than a single low number.
- ✓ Never anchor yourself below market just to seem agreeable.
03 Anchor on value, not personal need
The strongest case is what you bring and what the market pays — not your rent or bills. Tie your counter to the results you have delivered and the scope of the role. "Based on my experience delivering X and the market for this role, I was targeting Y" is far more persuasive than a case built on need.
- ✓ Frame the counter around your track record and the role's market rate.
- ✓ Have one or two concrete accomplishments ready to justify the number.
- ✓ Keep the tone collaborative — you are solving for a fair figure together, not fighting.
04 Negotiate the whole package
Base salary is only part of an offer. Sign-on bonus, equity, annual bonus target, paid time off, remote flexibility, a title, and a review timeline are all negotiable and sometimes have more room than base. If the base is truly capped, redirect to the levers that still have give.
- ✓ List every component of the offer before deciding what to negotiate.
- ✓ If base is fixed, ask about sign-on, bonus, equity, PTO, or an early review.
- ✓ Trade thoughtfully — concede on what you value least to win what you value most.
05 Counter politely and in good faith
A counter should be warm, specific, and singular — express genuine enthusiasm for the role, state your number and a brief reason, and then stop talking. Get the final agreement in writing. Negotiating professionally is usually low-risk when you stay respectful; being combative or endlessly re-opening it is what tends to cause problems.
- ✓ Open by reaffirming that you are excited about the role.
- ✓ Make one clear, reasoned counter rather than a drip of small asks.
- ✓ Get the final numbers and terms in writing before you accept.
