Many people accept the first offer they get, simply because negotiating feels uncomfortable. Yet one short conversation can affect your income for years, because future raises and offers often build on your current salary. In this article you will learn how to negotiate salary with confidence, whether you are starting a new job or asking for a raise.
Why negotiating your salary matters
Employers usually expect some negotiation and often leave room in their first offer. Not negotiating means you may leave money on the table, and that difference compounds over your career. Negotiating, when done respectfully, rarely costs you the job.
Step 1: Know your market value
Before any conversation, research what your role pays. Look at salary surveys, job postings that list salaries, collective labour agreements (CAO's) where relevant, and ask people in your network. Consider your experience, location and the size of the company. Write down three numbers:
- Your walk-away number — the minimum you would accept
- Your target — what you realistically aim for
- Your anchor — a well-supported number slightly above your target
Step 2: Build your case
Numbers persuade more than feelings. List your results: projects delivered, money saved, revenue generated, responsibilities added. For a new job, link your experience directly to what the employer needs.
Step 3: Time it right
- New job: negotiate after you receive the offer, not in the first interview.
- Raise: ask during a performance review, after a clear success, or when you have taken on new responsibilities. Avoid moments when the company is under budget pressure.
Step 4: Use clear scripts
When they ask for your salary expectations: "Based on my research and experience, I am looking for a salary in the range of [X–Y]. I am flexible depending on the full package."
When you receive an offer: "Thank you, I am excited about this role. Based on the market and what I bring, I was expecting something closer to [X]. Is there room to move on the salary?"
When asking for a raise: "Over the past year I have [result 1] and [result 2]. Given these results and the market rate for this role, I would like to discuss adjusting my salary to [X]."
Step 5: Look beyond the base salary
If the salary cannot move, negotiate other parts of the package: bonus, extra holiday days, flexible or remote working, training budget, pension contribution, travel allowance or an earlier salary review.
Common salary negotiation mistakes
- Naming a number without research
- Accepting the first offer on the spot
- Apologising or sounding unsure ("I know it is a lot, but…")
- Making it about personal needs instead of your value
- Bluffing about other offers
- Forgetting to get the final agreement in writing
Frequently asked questions
Should I name a number first? If you have done your research, naming a well-founded range first can anchor the conversation in your favour.
What if they say no? Ask what you would need to achieve to earn that salary, and agree on a date to review it again.
Can an offer be withdrawn if I negotiate? It is rare when you stay polite and realistic. Most employers respect a well-prepared candidate.
Prepare your next salary conversation
Want ready-to-use scripts, a market value worksheet and a step-by-step preparation checklist? Our interactive PDF guide Negotiate Your Salary helps job seekers and employees walk into the conversation with confidence. Download it instantly.