Salary negotiation at a new job is one of the most financially impactful conversations you'll have — and one that most people skip entirely. A study by Carnegie Mellon found that failing to negotiate a starting salary costs the average worker $500,000 or more over a career, when you factor in compounding raises and promotions based on that starting figure. Most employers not only expect negotiation — they build room for it into initial offers.
When to bring it up
Wait until you have a written offer before negotiating salary. Before that point, you have no leverage — the employer hasn't yet decided they want you. Once the offer is on the table, the dynamic shifts. They've chosen you. Now you can negotiate from a position of mutual interest rather than auditioning.
Research before the conversation
Know your market rate before you respond to any offer. Use Glassdoor, Levels.fyi (for tech roles), LinkedIn Salary, and the Bureau of Labor Statistics Occupational Outlook Handbook to get a realistic range for your role, level, and location. Your target number should sit in the upper third of the range for someone with your experience — not the absolute ceiling, but comfortably above the midpoint.
What to say
Keep it simple and confident. Something like: "Thank you for the offer — I'm really excited about this role. Based on my research and the experience I'm bringing, I was hoping we could get closer to [target number]. Is there flexibility there?" That's it. Don't over-explain, apologize, or fill silence with backtracking. State your number and let them respond.
If they say no
A firm no on base salary doesn't mean the conversation is over. Ask about signing bonuses, earlier performance reviews, additional vacation time, or remote work flexibility. Total compensation includes more than the number on the offer letter. A one-time signing bonus doesn't affect your base for future raises, but it can bridge a meaningful gap in year one.
The rule about anchoring
If they ask what you're currently making or what you're looking for, give a range with your target at the bottom. "I'm looking for something in the $72,000–$78,000 range" means you'll likely land somewhere in that range — whereas saying "I'm flexible" invites them to anchor low. In states with salary history ban laws (California, New York, Colorado, and others), employers cannot legally ask your current salary — know whether you're in one.
The conversation takes less than five minutes. The impact lasts for years.