Career Guide
How to Negotiate Salary in 2026
Most people accept the first offer they receive. Studies show the average person leaves $10,000–$30,000 on the table per job offer by not negotiating. Here's how to not be one of them.
85%
Hiring managers expect negotiation
$10k+
Average left on table by not negotiating
70%
Of offers have room to improve
Before you negotiate: do your research
You need three data points before any negotiation conversation: the market rate for the role in your location, the company's typical compensation bands, and your specific value based on your experience and achievements.
Use Levels.fyi for tech roles, Glassdoor and LinkedIn Salary for general roles, and the Bureau of Labor Statistics for broad industry benchmarks. Come in with a specific number, not a range — ranges anchor to the low end.
Key principle: You're not asking for a favor. You're providing market data and making a business case. Frame it that way and the conversation changes completely.
Timing: when to bring it up
Wait until you have a written offer before negotiating compensation. Negotiating during interviews can remove you from consideration at some companies. Once you have the offer, ask for 24–48 hours to review it — this is completely normal and expected.
Schedule the negotiation conversation for Tuesday, Wednesday, or Thursday. Mondays and Fridays are suboptimal — decision-makers are less available and less focused.
The opening script
Word-for-word opening
"Thank you so much for the offer — I'm genuinely excited about this role and the team. I've done some research on market rates for this position in [city], and based on my [X years] of experience in [specific skill], I was expecting something closer to [your number]. Is there flexibility to get closer to that?"
When they push back
Handling pushback
"I understand there may be constraints on base salary. Would you be open to discussing other components — a signing bonus, an earlier performance review, or additional equity? I want to make this work and I'm committed to contributing from day one."
The close
Closing the negotiation
"I really appreciate you working through this with me. If you can get to [final number], I'm ready to sign today. I'm excited to join the team."
What to also ask for
Base salary isn't the only lever. If the company can't move on base, consider negotiating: a signing bonus, an earlier first performance review (90 days instead of 12 months), additional PTO, remote work flexibility, a professional development budget, or equipment stipend.
Never say these things
✕"I need this job" or anything that signals desperation
✕"My rent is going up" — personal financial needs are not relevant
✕"Another company offered me..." unless you actually have the offer in writing
✕"Is that the best you can do?" — too confrontational, damages rapport
✕Accepting immediately without taking time to review
Get a personalized salary negotiation script
Shortlisted's Salary Coach analyzes your offer, pulls market data, and writes word-for-word scripts for your specific situation.
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