You've just received a job offer for a role you've long been excited about. But you check the salary section and realize it's lower than expected. Do you accept it as-is or negotiate for what you believe you are worth? Negotiating salary can feel uncomfortable, but with the right preparation, confidence, and strategy, you can secure the offer you deserve without risking the opportunity.
In this guide, you'll learn practical, expert-backed techniques inspired by books like ‘Never Split the Difference,’ ‘Doesn't Hurt to Ask,’ and ‘Difficult Conversations’ to help you:
Research market salary benchmarks
Present your value confidently
Handle objections with professionalism
And, ultimately, walk away with a better offer
Let’s dive in.
Why is it important to negotiate salary in an interview?
According to the ADP Research Institute, around 40% of employees who find salary a crucial part of their jobs aren't happy with the amount.
Yet, many people omit discussing salary expectations openly, even during job interviews.
It doesn't matter how much you like the company you are applying to, the new role, or your strategic career plans — we are all in business to make money. Even if you don't perceive it this way, the hiring managers or CEOs you talk to may.
There are a few derivatives that come from this idea:
By negotiating, you ensure your skills and experience are fairly compensated financially.
Even a 5% increase in the initial salary in your offer can pay off hugely in the coming years.
Your future employer will see you as a confident, professional specialist who takes your job seriously.
You will be much better motivated with a higher salary, which will undoubtedly affect your productivity and, therefore, the speed of your career growth.
While discussing money with your future employer can get a bit scary, there are specific steps to prepare and, hopefully, get what you are worth.
How to prepare for salary discussion before the interview
Preparation is key in any negotiation.
"Negotiation requires tactics that can only be understood through constant practice. One of the tactics is learning. Learning in this form requires studying the negotiator and knowing what he wants, why he wants it, when he wants it, and how he wants it." ― Chris Voss, 'Never Split the Difference'
You may have seen how cool and confident those 7-digit salary lawyers look in 'Suits' (a TV show by Universal Content Production). If you think about it, this confidence comes not only from experience and education but also from studying their clients and counterparts to the core.
Let's explain what this preparation can look like when negotiating a salary.
1. Research market rates
In any negotiation, understanding the acceptable range of compromise is essential. It' s one of the first things you' ll learn from 'Never Split the Difference' by Chris Voss.
Every role is unique, often with responsibilities that vary even among positions with the same title. And yet, employers typically rely on industry medians when determining salaries.
You should rely on industry insights as well.
A good starting point could be researching average salary data using platforms like Glassdoor, Payscale, LinkedIn, and Salary.com, which provide actual employee-reported figures. Filtering results by industry, company size, and location can help you get a more precise estimate.
Beyond online tools, you can also use your professional network. Connecting with peers in your field, joining industry-specific groups, and engaging in conversations with mentors or recruiters can give you firsthand insights into salary expectations.
New job postings can also serve as a useful reference point, as some companies include salary ranges directly in their descriptions. Comparing listings from different employers (especially competitors) will give you a clearer picture of industry norms.
However, rather than focusing solely on job titles, look at similar roles by experience requirements and responsibilities to ensure an accurate comparison.
In addition to physical location, pay attention to location factors such as the cost of living. Urban areas generally offer higher pay than smaller towns, while remote or international roles may require further adjustments. Using tools like the Cost of Living Index can help set realistic expectations.
It's also important to factor in additional benefits packages, including bonuses, stock options, and healthcare, as these contribute to your total compensation package. As you've probably already realized, it ‘Doesn't Hurt to Ask' — the practical strategy Trey Gowdy prominently displays as his book's title.
Finally, staying updated on industry trends will help you assess where your skills stand in the job market. Economic conditions, demand for specific expertise, and overall industry growth influence salary benchmarks.
Reviewing salary surveys and reports from professional associations can provide deeper insights into what to expect.
Combining these strategies gives you a well-rounded understanding of your market value in your job search. However, salary research is just the first step. You'll also need to assess how your unique skills and experience compare to industry standards to make a stronger case for better compensation.
2. Assess your value as a professional
You should be able to confidently articulate your worth before attempting to negotiate your salary. This confidence is what makes you truly persuasive, as Trey Gowdy mentions in ‘Doesn' t Hurt to Ask.'
Most employers are not paying for a job title only. They want to invest in your skills, personal experience, and the unique value you can bring to their company.
Firstly, identify your strengths. List your hard skills (related to your role's knowledge base) and soft skills (like leadership, communication, and problem-solving).
Then, you can quantify your achievements. Use specific metrics that demonstrate past results. If your work is hard to put in specific numbers, focus on qualitative impacts, such as improving client relationships or driving innovation.
Next, compare your experience to the job requirements. Review job descriptions and match your skills against the needed qualifications. Exceeding the minimum experience or bringing additional expertise strengthens your case for a higher salary.
Lastly, assess your demand by researching how competitive your skill set is in the job market. High-demand roles often command better pay.
Once you've assessed your skills and experience, turn them into a concise value statement that you will feel confident presenting during negotiations.
Understanding your worth is key to negotiating and justifying your salary expectations with clear evidence.
3. Practice negotiation
"Most of our daily interactions are persuasive. Convincing your boss about why you deserve a raise takes persuasion." ― Trey Gowdy, 'Doesn't Hurt to Ask'
Therefore, practice salary negotiations beforehand. It will make a huge difference in how confident and effective you are in handling the real conversation. Just like athletes train before a big game, rehearsing different scenarios helps you prepare for potential challenges and walk into the discussion feeling self-assured.
There are a few specific frameworks you can try.
Script your responses
Prepare answers to common salary negotiation questions, such as:
"What are your salary expectations?"
"We are offering $X — how does that sound?"
"Why do you believe you deserve a higher salary?"
"We have a fixed budget — can you accept this?"
Have a few responses ready, as they will help you stay confident and communicate smoothly. Even better, write them down in a notebook and keep them close by during the conversation.
Role-playing exercises
Running through mock negotiations with a friend, mentor, or career coach is one of the best ways to prepare.
You can let your partner be a hiring manager or a recruiter who presents the job offer and discusses salary expectations with you. Then, you can discuss and respond with your researched salary range, value statement, and counteroffer.
This step can also help you practice handling objections, one of the key skills mentioned by the authors in Difficult Conversations.'
Get feedback on your tone, confidence, and argument strength. Remember not to get defensive. If you feel uncomfortable hearing feedback about your negotiation techniques, it may indicate a place for improvement.
Record and review
You can also brainstorm alone on paper and record yourself replying to possible objections. This may sound a bit silly, but you will be surprised by how much you can learn from these recordings. Ask yourself:
Do I sound confident or uncertain?
Am I speaking too fast due to nerves?
Am I concise and compelling?
Answer these questions to understand the steps you can take to mitigate your downsides and highlight your pros.
Navigating salary discussions during the interview process
"Difficult conversations are seldom about getting the facts right. They are about conflicting perceptions, interpretations, and values." ― Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher, Difficult Conversations'
Salary negotiation during the first interview is the peak of those conflicting viewpoints. You know little to nothing about your counterpart's values and views on life, and they know nothing of yours. Therefore, these talks require strategic timing, effective communication, and a strong ability to demonstrate your worth. Here's how to handle each aspect.
Timing the conversation
Bringing up salary too early (e.g., in a cover letter) can make it seem like compensation is your primary concern rather than the role itself. However, waiting too long might lead to an offer that falls below your expectations.
The ideal approach is to let the prospective employer initiate the conversation. As mentioned in ‘Never Split the Difference,' you should let your counterpart name the first number, allowing you to react strategically.
If they ask about your salary expectations first, respond with a well-researched range while emphasizing flexibility. This technique shows that you've done your homework but are open to discussion.
If the topic doesn't naturally arise by the final interview, asking about the current salary range for the role is reasonable. Waiting until you receive an official job offer can also be a strategic move. At that point, the employer has already expressed a strong interest in hiring you, which can give you more leverage in negotiations.
Communicating effectively
Your delivery matters as much as the content of your request. You should articulate your salary expectations professionally.
First of all, be clear and direct. Avoid vague language like "I was hoping for something higher." Instead, say, "Based on my research and experience, I believe a salary of $2,000-$2,200 aligns with market standards."
Secondly, express enthusiasm for the role and show excitement while negotiating. For example, "I'm excited about this opportunity, but I want to make sure the compensation perfectly reflects the value that I'm about to bring to the team."
Lastly, keep it collaborative. Instead of making demands, phrase your points as part of a conversation. "Can we explore a compensation package that aligns with both the company's budget and my market value?"
Each of these points derives from the idea that you need to be professional and open about your expectations, but phrasing this openness in business language can be tricky.
Oftentimes, you even need to exercise assertiveness to get what you want. The good news is, with enough practice, you will be able to do it effortlessly.
Demonstrating your worth
Hiring managers need a justification to approve a higher salary. Reinforce your request by:
Highlighting achievements, such as increasing sales by X% or streamlining processes that saved Y hours per week.
Mentioning certifications or unique skills that make you a high-value candidate.
Framing your expertise as an investment: "With my background in [skill], I can help drive [specific result], making this a win-win situation."
After all, the hiring manager is mainly concerned with money and profit. If they understand how your specific salary expectations can bring them positive ROI (return on investment), you will likely get what you want.
Responding to job offers
So you've got it, congrats! Now, the fun part begins.
However, the negotiation process isn't over when you receive the first offer. You can still get more or negotiate a better proposal in a meeting, or you can negotiate an offer via email.
The hiring process has essentially three steps from your side: evaluating the offer, making a counteroffer, and handling objections professionally.
Evaluating the offer
Before accepting or countering, ask yourself if the compensation package aligns with your expectations and market rates.
Make sure to consider the full package, too. Look beyond base salary — evaluate benefits and perks like bonuses, stock options, healthcare, PTO, and professional development funds.
Finally, align with your career goals. Will this salary support your financial needs and long-term growth?
You should be able to calmly figure out where your salary will be, say, a year, three, five. This will help you understand if you will be happy with the job in the long run.
Making a counteroffer
A counteroffer can bridge the gap if the initial offer is on the lower end of your expectations. But you need to be strategic about it.
Express gratitude: "I truly appreciate the offer, and I am excited about this opportunity."
Present your counteroffer with justification: "Based on my research and experience, I believe a salary of $X would better reflect my skills and contributions."
Suggest alternatives: If salary flexibility is hard to act upon, ask for bonuses, extra PTO, or professional development budgets.
Also, don't be afraid of making a counteroffer. It never hurts to ask, and the results of your asking may surprise you in a good way.
Handling potential employer objections
Of course, employers might push back on your counteroffer. Prepare for common objections such as:
Employer: "We have a fixed budget."
You: "I understand budget constraints. However, given my experience in [skill], I'd like to explore ways to structure compensation that reflects my contributions."
Employer: "We can't go above this number."
You: "Are there other forms of compensation that we can discuss? For example, signing bonuses or additional vacation days?"
If you want your future employer to be flexible about the offer, show them you are flexible too. A good negotiation is all about diplomacy – finding the middle ground.
Overcoming psychological barriers
Negotiating salary can be intimidating, especially after months of being a job seeker.
There are typically two ways your psyche may react.
Fear of rejection
Many candidates worry that negotiating will risk the offer. However, most employers expect negotiations and rarely withdraw offers over reasonable discussions.
Frame negotiation as professional rather than personal.
Fear of appearing greedy
Being a bit greedy is not all bad; successful business owners will treat it as a strength. In this way, you show them that the job you are about to do for them is important to you, and you expect to get good results from it.
Therefore, requesting fair compensation isn't greed — it's valuing your skills. A well-researched, professional approach will ensure your request seems reasonable, not excessive.
You can build confidence by reframing your mindset, practicing self-affirmation, and visualizing success. The best way to learn these tactics is by checking out the one and only ‘Doesn't Hurt to Ask,' where Trey Gowdy gives brilliant advice on negotiating in person.
By embracing this mindset, you will approach salary negotiations with assurance so that you and your employer recognize the true value of your contributions.
Interactive preparation tools
To further enhance your negotiation skills, consider doing the following exercises. By the way, it wouldn't hurt to return to them even when you have a job — practice makes perfect and keeps you ready for anything.
Role-playing scenarios:
Partner with a mentor to practice mock negotiations.
Simulate various employer responses, from easy approvals to tough objections.
Record your role-play sessions to analyze and refine your approach.
Experiment with different negotiation styles to find what feels most natural.
Reflective exercises:
Write down your strengths and the things you are proud of to reinforce your confidence.
Identify past negotiations (even outside work) where you successfully advocated for yourself.
Keep a negotiation journal where you track your progress.
Set specific goals and outline steps to achieve them.
In addition to these exercises, you can boost your confidence by attending conferences, professional courses, or just reading a non-fiction book now and then.
These will make you more confident and feel that you deserve any salary you ask for.
Master salary negotiation with Headway summaries
Negotiating your salary is rarely just about the number on your paycheck. Recognizing your worth and setting yourself up for long-term success is what you should aim to achieve.
But mastering negotiation skills takes practice, and that's where Headway can help. The Headway app provides bite-sized book summaries from top career and business experts, giving you actionable strategies to refine your approach and boost your confidence.
Whether you need to learn how to communicate persuasively, navigate difficult conversations, or develop a winning negotiation mindset, Headway has you covered.
Grasp all the key ideas on salary negotiation from books like ‘Never Split the Difference,', ' Difficult Conversations', and ‘Doesn't Hurt to Ask' — all in a matter of 15 minutes each.
Don't leave your salary negotiations to chance. Download the Headway app today and start building the skills that will help you negotiate better pay, make smarter career decisions, and confidently advocate for what you deserve.
