How to Negotiate Salary: Get Paid What You're Worth With These Proven Strategies

We know the moment: it's time to talk numbers, yet something makes you pause. Maybe your heart races, your palms sweat, or you just accept whatever they offer because asking feels awkward.

Here's the reality: 55% of Americans never negotiate their salary. That's not just awkward conversations avoided — that's money left on the table. Over a career, failing to negotiate your starting salary or ask for a raise can cost you hundreds of thousands of dollars in lost earnings, benefits, and retirement savings.

Learning how to negotiate salary isn't about being pushy or greedy. It's about advocating for your worth. And the good news? It's a skill anyone can develop. In this guide, we'll walk you through essential salary negotiation tips, common mistakes to sidestep, and insights from Chris Voss's book 'Never Split the Difference' so you can walk into your next salary conversation ready to win.

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Quick answer: How do you negotiate a higher salary?

• To get the raise you actually deserve, start with research. Check platforms like Glassdoor, PayScale, LinkedIn Salary, or Salary.com to understand what people in your role earn.

• Pick the right moment — ideally after a strong performance win, before annual budget planning, or while discussing a new job offer.

• Come prepared with proof. Collect your achievements, metrics, certifications, and any results that clearly show the value you bring.

• Polish your pitch with someone you trust.

• Keep the tone respectful. Focus on your impact. Do not compare yourself to coworkers.

• Remember that it's not just about the base salary — bonuses, remote options, and benefits can add value, too.

• Once everything's settled, follow up with a written recap and a thank-you to keep things clear.

Negotiating a salary: Your 8-step guide to a higher paycheck

Whether you've received a salary offer for a new job or you want a salary increase at your current role, these salary negotiation tips will help you reach your desired salary.

Step 1: Research and prepare

Before you face a potential employer or ask your boss for a raise, arm yourself with data. What is the market average for your position? Check sites like PayScale, Salary.com, LinkedIn Salary, and Glassdoor for salary range examples in your industry and location.

Also consider your company's financial health and pay structure. Do they have a standard percentage for salary increases? Are they operating with tight budgets right now? Or are they actively expanding and investing in talent?

Understanding this gives you the confidence to present a reasonable yet compelling case.

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Step 2: Timing is everything

Timing matters more than you might think. It's not just about the right moment in your career — it's also about the right day and time to have the conversation. If your hiring manager or boss is slammed with deadlines, it's not the moment.

In 'Pre-Suasion,' Robert Cialdini suggests 'priming' your manager in the days before you ask for a raise. Subtle reminders of your achievements — a well-timed email or a casual mention in a meeting — can shape how they receive your request.

"In part, the answer involves an essential but poorly appreciated tenet of all communication: what we present first changes the way people experience what we present to them next."

The best times to negotiate? Right after you've demonstrated value — won a big contract, hit a major deadline, or received glowing feedback. Also consider your company's fiscal cycle. Just before budget planning is often more fruitful than after allocations are set.

Step 3: Build your case

Walking in and simply demanding more rarely works. You need to highlight why you deserve that higher salary with a compelling case built on evidence.

Write down your certifications, achievements, and contributions. How have you helped the company hit its targets? Quantifiable results — efficiency improvements, revenue generated, cost savings — speak louder than vague claims about your skill set.

In 'Crucial Conversations: Tools for Talking When Stakes Are High,' Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzer emphasize creating mutual purpose:

"The Pool of Shared Meaning is the birthplace of synergy."

Find common ground by showing you understand the company's goals. Then explain how your achievements align with those goals. This creates a collaborative feel rather than an adversarial one.

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Step 4: Practice makes perfect

Confidence is a critical negotiation strategy. If you don't believe in your worth, why would your hiring manager?

Practice your pitch with friends, relatives, or tools like ChatGPT. Role-play the conversation, refine your delivery, and anticipate counterarguments. Use their feedback to sound convenient.

In 'Never Split the Difference: Negotiating As If Your Life Depended On It,' Chris Voss suggests using an "accusation audit" — listing all possible reasons your manager might refuse your request so you can address them proactively.

"The fastest and most efficient means of establishing a quick working relationship is to acknowledge the negative and diffuse it."

Step 5: Be professional and direct 

Whether it's your starting salary at a new role or a raise at your current job, be direct yet respectful. Start on a positive note. Express appreciation for your role and the opportunities you've had.

Avoid complaints or comparisons with colleagues who earn more. Instead, articulate your case clearly and link your request to the value you've added.

In 'Power Questions,' Andrew Sobel and Jerold Panas recommend engaging your manager with insightful questions:

What are your top priorities for our team at the moment, and how do you envisage my role in achieving them?

This shifts their thinking toward your value, making your salary request more likely to land well.

Step 6: Maintain an open mind

Your manager might not offer the exact monetary amount you're seeking. Still, they may present a different compensation package. Don't automatically refuse.

Consider perks like extra annual leave, flexible or remote work options, professional development opportunities, or a signing bonus. These benefits can improve your work-life balance and long-term career growth.

When negotiating salary expectations, remember: the total package matters as much as base salary.

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Step 7: Anticipate different outcomes

Go in prepared for any result. If you're refused, you can return with a counteroffer. Whatever happens, remain professional. Ask for feedback and the conditions under which a salary increase might be possible in the future.

This shows your commitment to growth and positions you well for the next opportunity.

Step 8: Follow up in writing

After your discussion, send a thank-you note. Acknowledge the opportunity to discuss your career and reiterate the key points of your conversation.

If you received a promise for a raise, a respectful follow-up creates a written record and keeps things on track. This simple step often separates successful negotiators from those who get forgotten.

Six salary negotiation mistakes that cost you money

Knowing what not to do is just as important as knowing the right moves. Here are common mistakes job seekers make — and how to avoid them.

1. Accepting the initial offer too quickly

Even if the first salary offer meets your needs, take a pause. The initial offer isn't the best one an employer can make, even during the interview process. Thank them and ask for time to consider. This signals you understand your worth.

2. Skipping market research

Jumping into salary negotiations without data is a recipe for disappointment. Research industry salary standards, your company's compensation trends, and cost-of-living adjustments for your location. Understanding the average salary allows you to make a case based on facts, not just personal needs.

3. Focusing only on base salary

Your compensation package includes more than just your paycheck. Consider bonuses, health benefits, retirement plans, vacation time, remote work options, and professional development. These perks can be just as valuable as your base salary (sometimes even more!).

4. Failing to articulate your value

If you can't explain why you deserve higher pay, negotiations are highly likely to fail. Be prepared to discuss your skills and achievements. Link them to how you help the organization meet its goals. Do your homework.

Negotiate in their world. Persuasion is not about how bright or smooth or forceful you are. It's about the other party convincing themselves that the solution you want is their own idea. So don't beat them with logic or brute force. Ask them questions that open paths to your goals. It's not about you. — Chris Voss

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5. Getting too emotional

Salary negotiations feel personal, but approach them as a business decision. Showing frustration or desperation undermines your professionalism. Stay calm, composed, and factual. Practicing beforehand with a friend or mentor helps you maintain composure — and it works for the job interview too.

"I have become more aware of (1) how true emotions can feel during crucial moments, and (2) how false they really are." — Joseph Grenny

6. Being too rigid

Know your worth, but stay flexible. If the initial salary offer is non-negotiable, explore other adjustable parts of the compensation package — a signing bonus, extra vacation days, or remote work flexibility. Chris Voss believes flexibility often leads to mutually beneficial agreements and shows you're a cooperative team player.

The bottom line: steering clear of these pitfalls dramatically improves your chances of negotiating successfully.

When is the best time to negotiate your salary?

Several moments are ideal for salary negotiation:

• After receiving a job offer, before signing: At this point, the recruiter has already decided you're the right person. You have leverage.

• Following a positive performance review: Your value is fresh in everyone's mind.

• After accomplishing significant milestones: Big wins create momentum for bigger asks.

In 'Pre-Suasion,' Robert Cialdini emphasizes that what happens before the conversation matters more than the conversation itself:

There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion - the process of arranging for recipients to be receptive to a message before they encounter it. To persuade optimally, then, it's necessary to pre-suade optimally.

Whatever timing you choose, approach the conversation with professionalism and diplomacy. Be prepared to work with a counteroffer.

What does it actually mean to negotiate a higher salary?

Let's clarify something: negotiation isn't a hard yes or no. You shouldn't expect to state your number and have it immediately granted.

The art of negotiating salary means discussing, presenting evidence, and often meeting somewhere in the middle. Maybe you'll get your original ask, or maybe slightly less — but you're advocating for what you're worth.

Salary negotiation requires preparation: researching industry standards, reflecting on your accomplishments, and being ready to prove how your contributions help the organization succeed. It's about presenting a case that shows mutual benefit, so your manager sees investing in you as a smart move.

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Walk into your next negotiation ready to win

Negotiating a salary isn't anyone's idea of fun. But if you want the compensation you deserve, it's a skill worth mastering. The formula is simple: research, pitch, and stay professional with a capital P.

Don't walk in demanding your worth (even if you believe you're right!). That approach rarely works. Leverage your achievements, practice your pitch, and put these strategies to good use instead.

Ready to sharpen your negotiation edge? Headway puts the wisdom of bestselling books on persuasion, communication, and career success right in your pocket. In just 15 minutes, you can read or listen to key insights from 'Never Split the Difference,' 'Crucial Conversations,' 'Pre-Suasion,' and hundreds more.

Whether you're preparing for a job interview, planning your counteroffer, or gearing up to ask for a raise, Headway helps you absorb expert strategies on your schedule. No more guessing — just proven techniques from the world's top negotiators.

Start your journey with Headway today and discover the insights that could help you land your ideal compensation package.