Before you negotiate your salary, research the market rate for your role, quantify your accomplishments in dollar terms, and practice your ask out loud. Preparation is the difference between getting a polite no and getting 10-20% more.
7-Step Preparation Checklist
| # | Step | What to Do |
|---|---|---|
| 1 | Research market rates | Use Glassdoor, Levels.fyi, Payscale, BLS, and LinkedIn Salary |
| 2 | Quantify your value | List accomplishments with dollar amounts or percentages |
| 3 | Determine your target number | Based on market data, not emotion |
| 4 | Set your walkaway number | The minimum you’ll accept |
| 5 | Prepare your talking points | 3-5 specific accomplishments or market comparisons |
| 6 | Practice out loud | Rehearse with a friend or in front of a mirror |
| 7 | Plan for objections | Have responses ready for “budget is tight” and “it’s above the range” |
Salary Research Sources
| Source | Best For | Free? |
|---|---|---|
| Glassdoor | Company-specific salary ranges | ✅ |
| Levels.fyi | Tech company compensation (base + stock + bonus) | ✅ |
| Payscale | Role and experience-based ranges | ✅ (basic) |
| Bureau of Labor Statistics (BLS) | Occupation-level national data | ✅ |
| LinkedIn Salary | Role, location, and industry data | ✅ |
| Salary.com | Detailed compensation data | Partial |
| Robert Half Salary Guide | Industry-specific annual guide | ✅ |
| Your network | Real numbers from people in similar roles | ✅ |
How to Quantify Your Value
| Type of Accomplishment | How to Frame It |
|---|---|
| Revenue generated | “I brought in $X in new business / grew revenue by X%” |
| Cost savings | “I reduced costs by $X through [specific action]” |
| Efficiency improvement | “I cut process time by X%, saving the team X hours/week” |
| Project delivery | “I delivered [project] on time and under budget by $X” |
| Team growth / retention | “I hired and retained X people, reducing turnover costs” |
| Client retention | “I maintained a X% client retention rate, worth $X in annual revenue” |
Negotiation Scripts
| Situation | What to Say |
|---|---|
| New job offer | “I’m excited about this role. Based on my research and experience, I was hoping for something closer to $X. Is there flexibility?” |
| Annual raise | “In the past year, I’ve [specific accomplishments]. Based on market data and my contributions, I’d like to discuss an adjustment to $X.” |
| Counter to “that’s above our range” | “I understand budget constraints. Could we discuss a signing bonus, accelerated review, or additional PTO to bridge the gap?” |
| Counter to “we’ll revisit in 6 months” | “I’d be open to that with a written agreement specifying the review date and the target adjustment.” |
Common Mistakes to Avoid
| Mistake | Why It Hurts You |
|---|---|
| Naming a number first (without research) | You might lowball yourself |
| Saying “I need more because of my expenses” | Employers pay for value, not your bills |
| Accepting the first offer immediately | Leaving money on the table — most first offers have room |
| Threatening to leave if you don’t mean it | Damages trust and can backfire |
| Only negotiating salary | Missing valuable non-salary compensation |
| Not getting the agreement in writing | Verbal promises aren’t reliable |
If Salary Is Non-Negotiable
| Alternative | Potential Value |
|---|---|
| Signing bonus | $2,000-$20,000+ one-time |
| Extra PTO days | 5 extra days = ~2% raise equivalent |
| Remote work flexibility | Saves commute costs ($2,000-$6,000/year) |
| Professional development budget | $1,000-$5,000/year |
| Title upgrade | Positions you for higher salary at next job |
| Accelerated performance review | 6-month review instead of 12 |
| Stock options / RSUs | Long-term compensation value |
| Relocation assistance | $2,000-$10,000+ |
The Bottom Line
Most people leave $5,000-$10,000 on the table by not negotiating. The key is preparation: research market rates from 3+ sources, quantify your accomplishments in dollar terms, set a specific target number, and practice your ask out loud. Even if the employer says no to salary, there are at least 7 other things you can negotiate that have real financial value.