Negotiation starts before you speak. Here is how to prepare, time your ask and use precise numbers, with clear limits on what research shows.
"Know your worth." "Be confident." "Just ask for more." That advice is hard to act on. This guide focuses on preparation and positioning: what you do before and around the number you name. Most of it is practical advice rather than measured effects, and we say so where the evidence is limited.
Use a Precise Number
When you name a figure, consider a precise one grounded in your research, such as $87,500, rather than a round $85,000 or $90,000. Research from Mason and colleagues (2013, listed by Columbia Business School) is titled "Precise Offers Are Potent Anchors," and it supports the general direction: precise offers act as stronger anchors than round ones.
The research is directional. We are not citing a figure for how much a precise ask changes a salary offer, and your results will depend on the role, the employer and the data behind your number. A precise number works best when you can explain it with market data.
Negotiate From Real Options
You will usually negotiate better when you are not under pressure to accept the first thing offered. You do not need to pretend to have options you do not have, and you should never invent a competing offer. You can honestly say:
- "I'm evaluating a few opportunities to find the best overall fit."
- "The role, team and compensation all need to align for me."
- "I have another offer I'm considering" (only if true)
It also helps to ask for a day or two to review an offer rather than accepting on the spot.
Negotiating requires an offer to negotiate. If your resume may be the bottleneck, FilteredIn's free resume check lets you paste or upload your resume and, optionally, a job description, and returns feedback on content and keywords.
Timing
When you raise compensation matters as much as how.
After the Offer, Before You Accept
Once an employer has chosen you, a counter is a natural next step. Early screening calls are usually too soon, so if asked about salary expectations, you can say you would like to learn more about the role first.
Budget Cycles
If you are already employed and asking for a raise, find out when your company plans compensation and raise it before budgets are set.
After a Win
If you are negotiating a raise, bring it up after a clear result such as shipping a major project, with specifics ready.
With a Competing Offer
If you have a real competing offer, you can say so politely: "I have another offer at $X. I prefer your company because [specific reason], and I'd like the compensation to be comparable." Only do this if you are prepared to follow through. Bluffing can damage trust.
Pause and Consider
When an offer arrives, thank them and ask for time: "Thank you for the offer. I'm excited about the opportunity. Can I take a day or two to review everything and get back to you?" This stops you from accepting before you have compared it with your research. A brief pause before responding to a number can also give you time to think.
Think in Total Compensation
Salary is only one part of a package. Components to consider:
- Base salary
- Signing bonus
- Equity or stock options
- Annual bonus structure
- Paid time off
- Remote work flexibility
- Professional development budget
- Relocation assistance
- Timing of the first performance review
If an employer cannot move on base salary, ask whether there is flexibility elsewhere: "Can we explore a signing bonus to bridge the gap?" or "Could we add a week of PTO?"
Give a Reason
A request with a reason is easier to evaluate than a bare number. Compare:
- "I'd like $95,000."
- "I'd like $95,000 because that aligns with market data for my experience in this region."
Good reasons are specific and honest: market data, your scope of responsibility, a relocation cost, or a competing offer you actually hold.
Email or Phone
Email suits initial counters, complex packages and creating a record. Phone or video suits building rapport and working through concerns in real time. After a call, send a short email summarizing what was agreed.
What to Avoid
"I need $X to pay my bills"
Your personal finances are not the basis of the offer. Anchor to market value and the value you bring.
"I'll take whatever you can offer"
This gives up your position before the conversation starts.
Anchoring to your current salary
If you can, redirect to the market rate for the new role. Check your local rules: some places restrict employers from asking about salary history.
Accepting without any conversation
Many employers expect some discussion of terms, but this varies. Even if you accept as offered, a polite question such as "Is there flexibility on [component]?" costs little.
Pre-Negotiation Checklist
- Research market rates from several sources
- Document your value (results, scope, skills)
- Know your walk-away number
- Prepare how you will answer salary-history questions
- Let the employer name a number first if you can
- Build rapport with the hiring manager
- Practice your key phrases out loud
Preparation Beats Scripts
Scripts help, but preparation does more. If you have done your research, can explain your number and are clear about what you would accept, you can negotiate calmly and professionally.
Step 1: Get the interview. Step 2: Prepare for it. Step 3: Negotiate with your research in hand.
FilteredIn's free resume check lets you paste or upload your resume (PDF or TXT) and, optionally, a job description, and returns feedback on content and keywords. The score is feedback on your document, not a prediction of any employer's system or decision. Check your resume →
For step 2, see interview psychology tactics.
Sources
- Mason et al. (2013), Precise Offers Are Potent Anchors: Conciliatory Counteroffers and Attributions, Columbia Business School research listing.