How to Negotiate Your Salary (Scripts Included)

Talking about money can feel uncomfortable, especially if you were raised to be grateful and not ask for more. But knowing how to negotiate salary is one of the most valuable career skills you can learn. A single conversation can shape your earnings for years, because future raises and offers are usually based on what you earn now.

This guide walks you through the process step by step, with scripts you can adapt for a new job offer or a raise.

Why learning how to negotiate salary matters

Employers usually expect candidates to negotiate and often leave room in their first offer. If you accept straight away, you may be leaving money on the table, not just this year but in every percentage raise that follows.

You are not asking for a favor. You are agreeing on a fair price for the value you bring.

Step 1: Research your market rate

Before any conversation, know what your role is worth.

• Check salary data on job sites and salary comparison tools for your job title, level and city.
• Look at current job adverts that list salary ranges, which is now required in some countries and states.
• Ask peers and recruiters in your field. Many people are more open than you expect, especially if you share your number too.

Write down a realistic range: the low, the middle and the high end for someone with your experience.

Step 2: Know your three numbers

• Your target: the number you’d be genuinely happy with, usually toward the upper middle of the market range.
• Your opening ask: slightly above your target, to leave room to meet in the middle.
• Your walk-away number: the lowest you would accept. Decide this before the conversation, not during it.

Step 3: Gather your evidence

Make a short list of your value:

• results you’ve delivered, with numbers if possible (revenue, time saved, projects launched, clients won)
• responsibilities you’ve taken on beyond your job description
• skills, qualifications or experience that are in demand

Step 4: Use these salary negotiation scripts

Negotiating a job offer

“Thank you so much for the offer. I’m really excited about the role and the team. Based on my research for similar roles in [city] and the experience I bring in [skill or result], I was expecting something closer to [number]. Is there flexibility on the base salary?”

Then stop talking. The silence will feel long, but it gives the other person space to respond.

When they ask for your expectations first

“I’d love to understand the full scope of the role first. Could you share the budgeted range for this position?”

If you need to give a number, give a range where the bottom is your target:

“Based on my research, roles like this are paying between [target] and [higher number].”

Asking for a raise

“I’d like to talk about my compensation. Over the past year I’ve [result 1], [result 2] and taken on [new responsibility]. Based on that and current market rates for this role, I’d like to discuss an increase to [number]. What would it take to make that happen?”

Counter offer email

Subject: [Your name] – offer discussion

Hi [Name],

Thank you again for the offer for the [role] position. I’m very excited about joining [company].

Based on my experience in [area] and market rates for similar roles, I’d like to ask whether a base salary of [number] would be possible. I’m confident I can bring [specific value] to the team.

I’m looking forward to finding something that works for us both.

Best wishes, [Your name]

Step 5: Negotiate more than the salary

If the budget really is fixed, ask about:

• a signing bonus
• extra annual leave
• flexible or remote working
• a training or education budget
• an earlier salary review, for example after six months
• a better job title

How to prepare: practice out loud

Most of us lose confidence in the moment, not in the planning. Practice your opening sentence until it feels natural:

• Say it out loud to a mirror or record yourself on your phone.
• Role-play with a friend who pushes back a little.
• Prepare answers to likely responses: “That’s above our budget”, “We don’t usually negotiate”, “What’s your current salary?”

For the last question, you can reply: “I’d prefer to focus on the value I bring to this role and the market rate for it, which is around [range].”

Body language and tone

• Sit up, keep your shoulders relaxed and make steady eye contact.
• Speak slowly. Nerves make us rush.
• Keep a warm, collaborative tone: you’re solving a problem together, not fighting.
• After you state your number, pause and let them answer.

Common salary negotiation mistakes

• Accepting on the spot. It is always fine to say “Thank you, can I take a day to think about it?”
• Apologizing. Replace “Sorry, I was just wondering…” with “I’d like to discuss…”.
• Sharing personal reasons. Base your ask on value and market rates, not your rent.
• Bluffing. Only mention another offer if it truly exists.
• Forgetting to get it in writing. Ask for the final agreement by email.

Frequently asked questions

Can negotiating cause an offer to be withdrawn?

It is very rare when you negotiate politely and professionally. Most employers expect it.

How much more should I ask for?

Many people ask for 5–15% above the first offer, depending on how it compares to your market research. Base it on data, not a fixed percentage.

What if they say no?

Ask what you would need to achieve to reach that number, and agree on a date to revisit the conversation. Then put it in writing.

The takeaway

Negotiating gets easier every time you do it. Do your research, decide your numbers in advance, practice your script out loud and remember that asking is normal. If you’re thinking about a bigger change, read our guide to changing careers at 30 and beyond.