Most people don't negotiate their salary. We see it all the time, and it costs them, sometimes significantly.
Research consistently shows that most employers expect candidates to negotiate, yet a surprising number of job seekers just accept the first offer they get. We get it. It's uncomfortable. There's the fear of seeming ungrateful, the worry that the offer might disappear, or just not knowing what to actually say. But the result is always the same: leaving money on the table.
Here's what we've learned from years of working with both candidates and hiring managers: negotiating professionally almost never costs you an offer. In fact, done right, it often makes employers think more highly of you. It signals confidence, self-awareness, and an understanding of your worth.Let's walk through exactly how to do it.
Step 1: Know Your Number Before the Conversation
Negotiating without knowing your market value is like walking into a poker game without knowing the rules. Before any salary conversation, do your homework and find out what the role actually pays in your industry and location.
Tools to use:
Glassdoor (glassdoor.com) — salary ranges by company, title, and location
LinkedIn Salary — especially useful for corporate and mid-market roles
Bureau of Labor Statistics (bls.gov) — authoritative data on occupational wages
AI tools — ask ChatGPT or Claude for current salary benchmarks for your specific role, experience level, and geography
Go in with a specific target number and a range in mind. Here's the key: anchor your range at the top. Your actual target should sit at the lower end of what you'd accept, so you have room to move without giving anything up.
Step 2: Let Them Go First (If You Can)
Whenever possible, let the employer name a number first. This gives you crucial information and negotiating room. If they ask for your salary expectations early in the process, it's perfectly acceptable to say: "I'd love to learn more about the full scope of the role before discussing compensation — but I'm happy to talk about it once we've established mutual fit."
Not every employer will accept that answer, but many will. When they do, you've preserved your position.
Step 3: Respond, Don't React
When an offer comes in, take a breath. Seriously, just pause. Enthusiasm is great, and you should absolutely express it, but committing on the spot removes your leverage entirely. A simple, warm response is all you need to buy yourself some time: "Thank you so much — I'm really excited about this opportunity. I'd like to take a day to review the full offer. Would that be alright?"No reasonable employer will pull an offer because you asked for 24 hours to think it over. And if they do? That’s a red flag worth knowing about before you accept.
Step 4: Make Your Counter (With These Scripts)
When you're ready to make your counter, keep it direct, specific, and professional. Here's what that actually sounds like:
For a straightforward counter:
"I'm genuinely excited about this role and the team. Based on my research and experience, I was expecting something closer to [your number]. Is there flexibility to get there?"
If the base salary is firm:
"I understand if the base has limits, are there other parts of the package we could look at? Things like a signing bonus, additional PTO, or a performance review at six months?"
If you have a competing offer:
"I want to be transparent with you, I do have another offer at [amount]. This role is my first choice, but I want to make sure I'm making the right financial decision. Is there any room to close that gap?"
Step 5: Know When to Stop
Negotiation is a conversation, not a battle, and knowing when to stop is just as important as knowing how to start. Once an employer signals that they've reached their limit, pushing further can sour a relationship before it's even begun. Accept graciously, get it in writing, and move forward with confidence.
And if the offer still doesn't work for you after all of that? It's okay to walk away. Do it professionally, graciously, and without burning a bridge. The right role at the right compensation exists, and it's worth holding out for.
One Thing We Always Tell Candidates
Knowing your worth isn't arrogance. It's preparation. The employers who genuinely respect you will appreciate that you came to the table informed and ready. And the ones who penalize you for simply advocating for yourself? That tells you everything you need to know about the culture you'd be walking into.
Find a Role Worth Negotiating For
The Macsim Group works with candidates across industries to match them with opportunities that fit both their skills and their goals — including compensation.