Most people don't negotiate their salary. Of those who do, most negotiate from a weak position because they don't know what the market actually pays. The result: studies consistently show that employees who negotiate their first offer earn significantly more over their careers than those who accept the initial number.
This guide covers how to research the range, when to bring up compensation, and what to say when you do.
Step 1: Know the range before the conversation
Walking into a negotiation without knowing the market range is like negotiating blind. Use at least three sources:
- Levels.fyi — highly reliable for tech roles, often includes total compensation breakdown
- Glassdoor and LinkedIn Salary — large sample sizes, skew toward self-reported base salary
- Job postings — many states now require salary ranges to be listed; search the same role and filter to your location
- Your network — asking peers what they make in similar roles gives you real-world data faster than any tool
Cross-reference at least two sources. If they point to the same range, you have a defensible anchor.
Step 2: Let them give you a number first
If asked for your salary expectations early in the process, it's usually better to defer: "I'd love to learn more about the full scope of the role before settling on a number. What's the budgeted range for this position?" Many companies will tell you. If they press, give a range with your target at the low end.
Step 3: Anchor high, justify it
When you do name a number, anchor toward the top of the researched range. Then justify it: "Based on market data for this role in [city] and my [X] years of experience with [specific skill], I'm targeting [number]." A justified number is far harder to reject than a bare ask.
Step 4: Negotiate the full package
Base salary is one lever. If the company can't move on base, ask about:
- Sign-on bonus (often easier to grant than recurring salary)
- Equity or stock options
- Remote work flexibility
- Extra PTO days
- Performance review timeline (earlier first review = earlier raise)
- Professional development budget
What to say when they give you an offer
Never accept on the spot. Always say: "Thank you — I'm genuinely excited about this role. Can I have a couple of days to review the full package?" This is standard and expected. Then come back with a counter-proposal in writing.
A simple script that works: "I've reviewed the offer and I'm very excited about the role. Based on my research on comparable roles and my experience with [X], I was hoping we could get closer to [number]. Is there flexibility there?"
Common mistakes that kill negotiations
- Apologizing for asking — treat negotiation as a normal part of the process, not a confrontation
- Naming a number without research — you'll either leave money on the table or price yourself out
- Accepting the first counter immediately — a willing negotiator usually has at least one more increment left
- Making it personal — frame every ask around market data, not personal need