Into the Details: Salary Negotiation

[This post has been updated]

Many job seekers feel less than confident when negotiating salary, and may fear that they could lose out on an opportunity or end up with less money than they could have had, if they don’t do it correctly. In this post we’ll discuss what you need to know, how to prepare, and some things to avoid, when discussing salary with a potential employer.

Some employers will include a minimum salary or salary range with their job postings; many do not. (In NY State, there is a law in the works that would require employers to disclose their salary range when posting jobs; in NYC a similar law was delayed from going into effect earlier in the year but went into effect on Nov. 1, 2022. Do your homework so you have a good idea of what is a reasonable salary range for the work you do, with the experience and credentials you have right now, in the geographical area in which you are planning to work. Websites such as Salary.com, Indeed and Glassdoor, and other resources such as the Occupational Outlook Handbook can be useful for this, and there may be industry-specific resources too, for the kind of work you do.

Be prepared to discuss salary, whenever the employer brings it up. Remember that if you agree to a certain salary early in the hiring process, you will lose any negotiating power you might have had if the salary discussion came later on.

Be very careful when deciding if you want to bring up salary in an interview; some employers are fine with it but others may still react badly to an applicant asking about pay. It may be risky and it is sometimes better to wait for the interviewer to bring it up. Ideally this will be when the employer is making you an offer. If you do ask about salary, it is best if it is not your first question, and you want to emphasize that you are being respectful of the interviewer's time and making sure you both are in accord regarding pay, before continuing your discussion.

If you can, avoid giving the first number in a negotiation. Whenever possible, give a range, and make sure you are really OK with the lower end of the range, as that is what the employer will be focusing on. If the first amount offered is too low (this is very common; don't be discouraged if this happens), be prepared to explain why you feel you deserve more.

Remember that a successful negotiation must work for both parties. Before you enter into a discussion or negotiation, be sure in your own mind of what is the absolute lowest salary that will work for you. If the employer cannot meet that salary, decline politely, thanking them for their time and consideration.

When you receive an offer, *always* ask for a day or two to consider it, even if it seems in every way agreeable to you at first glance. It is a big red flag if an employer pressures you to give your answer right away. Carefully consider all aspects of the offer: salary, benefits, workspace, hours, supervisor, level of independence, reputation and stability of employer, opportunities for advancement, flex time and/or ability to work from home (if applicable), tuition assistance (if applicable), length and difficulty of commute, start date, etc.

For some workplaces and positions, the employer may not have any room to alter an offer, regarding salary or other aspects, due to union contracts or other internal rules. If this is the case, they should be up front about that.

If an employer is offering a salary that is a bit less than you had hoped, see if you can negotiate for other things, such as additional vacation days, the ability to work from home, or a flexible schedule. Be honest with yourself when deciding if those things are worth the lower salary. It can’t hurt to try, as long as you are respectful and make it clear that this is a request and not a demand.

If an employer promises something but refuses to put it in writing, you may not ever get what you were promised. Once you accept an offer, make sure you have the terms you’ve agreed to, in writing, from the employer.

Further reading (well, listening): AskAManager podcast on salary negotiation

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