How to Negotiate Salary: Scripts and Strategies That Work

Why Salary Negotiation Matters

Not negotiating can cost you over $1 million throughout your career. A $5,000 difference in starting salary compounds over decades through raises, bonuses, and retirement contributions.

The data:

• 84% of employers expect candidates to negotiate
• Only 39% of workers actually negotiate
• Successful negotiators earn 7% more on average

When to Negotiate

Always Negotiate

• New job offers
• Promotions
• Annual reviews (if merit-based)
• Major responsibility increases

Probably Don't Negotiate

• Roles with fixed pay scales (government, union)
• Entry-level roles with clearly stated non-negotiable pay
• During hiring freezes or layoffs

Before the Negotiation: Research

Know Your Market Value

Research salaries using:

• Glassdoor, LinkedIn Salary, Levels.fyi
• PayScale, Salary.com
• Industry surveys
• Networking with peers

Document Your Value

List your:

• Accomplishments with numbers (increased sales 20%, saved $50K)
• Unique skills
• Certifications and education
• Years of relevant experience

Know Your Numbers

• Target: What you want (aim high but reasonable)
• Minimum: Walk-away point
• Anchor: First number you'll state (10-15% above target)

The Negotiation: Scripts and Tactics

When They Ask Your Salary Expectations First

Script: "I'm focused on finding the right fit and am flexible on compensation. Could you share the budgeted range for this role?"

If pressed:

Script: "Based on my research and experience, I'm targeting $X-Y, but I'm open to discussing the full compensation package."

When They Make an Offer

Never accept immediately. Always ask for time to consider.

Script: "Thank you for the offer. I'm very excited about this opportunity. I'd like to take a day or two to review the details. When would you need my response?"

The Counter-Offer

Script: "Thank you for the offer of $X. Based on my research and the value I'll bring—specifically [accomplishment 1, skill 2, experience 3]—I was hoping for something closer to $Y. Is there flexibility in the budget?"

If They Say No

Script: "I understand there may be constraints. Are there other components we could discuss, such as signing bonus, additional PTO, flexible work arrangements, or an early review period?"

If They Push Back Hard

Script: "I appreciate you sharing the constraints. This role is important to me, and I want to make sure we're both comfortable. Could we agree on $Z with a performance review in six months to revisit compensation?"

Negotiating Beyond Base Salary

If base salary is fixed, negotiate:

• Signing bonus: One-time payment to bridge the gap
• Equity/stock options: Future value
• Annual bonus target: Higher percentage
• PTO: Additional vacation days
• Remote work: Flexibility
• Professional development: Conference budget, courses
• Title: Higher title for future leverage
• Start date: More time off between jobs
• Relocation assistance: Moving expenses
• Review timeline: Earlier performance review

Common Negotiation Mistakes

Mistake 1: Not Negotiating at All

You're leaving money on the table. Even a small ask shows confidence.

Mistake 2: Accepting Too Quickly

Always take time to review. Rushing signals desperation.

Mistake 3: Giving a Number First (When You Can Avoid It)

Let them anchor. Their range might be higher than you expected.

Mistake 4: Weak Justification

Don't say "I need more money." Say "Based on my experience and market research..."

Mistake 5: Being Adversarial

Negotiation is collaborative. Maintain a positive tone throughout.

Mistake 6: Focusing Only on Salary

Total compensation matters. A lower salary with great benefits might be better.

Negotiating a Raise at Your Current Job

Timing

• After a major accomplishment
• During performance reviews
• When taking on new responsibilities
• After 12+ months without increase

Preparation

Document your wins with specifics:

• Revenue generated/saved
• Projects completed
• Skills developed
• Problems solved
• Feedback received

The Ask

Script: "I'd like to discuss my compensation. Over the past [time], I've [accomplishment 1, accomplishment 2]. Given my contributions and market rates for this role, I'd like to discuss adjusting my salary to $X. What are your thoughts?"

Key Takeaways

1. Always negotiate—employers expect it
2. Research market rates thoroughly before negotiating
3. Document your value with specific accomplishments
4. Never accept immediately—ask for time
5. If salary is fixed, negotiate other benefits
6. Stay professional and collaborative throughout