How to negotiate pay

• ✺Even a modest negotiated increase can add up significantly over years of employment and future raises.
• ✺Failing to negotiate at all can mean settling for less than an employer may have been willing to offer.
• ✺Approaching negotiation with research and professionalism improves your chances without damaging the relationship.

1. 1Research typical pay for the role, your experience level, and your location.
2. 2Decide on a target number or range based on that research.
3. 3Wait for the employer to name a number first if the conversation allows it.
4. 4Respond with your researched range and a brief reason supporting it.
5. 5Consider negotiating other terms too, like start date, PTO, or flexibility, if pay has limited room.
6. 6Get the final agreed terms in writing before accepting.

Anchoring

The tendency for the first number mentioned in a negotiation to influence the final outcome.

Signing bonus

A one-time payment some employers offer to a new hire upon accepting a job, sometimes used instead of a higher base salary.

Salary range

The minimum and maximum pay an employer is typically willing to offer for a role.

• ✗Not researching typical pay before negotiating, leading to an unrealistic or underwhelming request.
• ✗Naming a number first without being asked, which can limit your negotiating room.
• ✗Negotiating aggressively or making it personal instead of focusing on value and research.
• ✗Accepting the first offer automatically out of fear of seeming difficult.
• ✗Forgetting to consider benefits and non-salary terms as part of the negotiation.

• !Pay transparency laws in some states require employers to list salary ranges in job postings, which can help with research.
• !Negotiating is far more common and expected for salaried professional roles than for many hourly positions, though it can still be worth asking.
• !A reasonable, well-supported request rarely results in an offer being withdrawn.
• !Get any agreed changes to pay or terms confirmed in writing before your start date.

• Research typical pay for your role and area before negotiating.
• Let the employer name a number first when possible to avoid anchoring low.
• You can negotiate benefits and terms, not just base salary.
• A calm, well-supported request is unlikely to cause an offer to be withdrawn.

Totally optional. Nobody's grading you.

1. 1.Look up typical salary ranges for your role using CareerOneStop's salary tool or similar sources.
2. 2.Write down your specific accomplishments or qualifications to support your request.

Related lessons:

• Understanding job offers
• Hourly wages versus salaries
• How paychecks work

• Salary and benefits research
  CareerOneStop (U.S. Department of Labor)(opens in a new tab)
• Occupational Outlook Handbook (pay data)
  U.S. Bureau of Labor Statistics(opens in a new tab)