Negotiate Like a Pro: A Data-Driven Approach to Salary Conversations

Negotiation is uncomfortable, but preparation transforms it from a confrontation into a collaborative problem-solving session. This guide blends data, psychology, and scripts to help you ask for what you're worth and get better outcomes.

"Negotiation is not a battle; it's a process of aligning value and expectations."

Do your homework

Gather salary data for your role, level, and location from multiple sources: levels.fyi, Glassdoor, Blind, and recruiter conversations. Calculate a realistic target range—anchor your negotiation around the 60–75th percentile for similar roles if you have the track record.

Build your case

Document three to five accomplishments with measurable impact: revenue, cost savings, efficiency gains, or customer satisfaction improvements. Tie each achievement to the employer’s business objectives to show how you generate value.

Timing and anchoring

Negotiation is best after you receive an offer but before you accept. Start with a confident anchor. For instance: "Based on market data and my experience, I'm targeting a base salary of $X to $Y." Anchoring high sets expectations but keep figures reasonable and justified.

Use a negotiation script

Here’s a simple script you can adapt:

"Thank you—I'm excited about the opportunity. Based on market research and my recent results at [Company], I'm targeting a base salary of $X to $Y. Is there flexibility in the offer to get closer to that range?"

Pause. Let the recruiter respond. Silence is a powerful negotiation tool.

Negotiate total compensation

If base salary is constrained, negotiate other components—signing bonus, performance bonus, equity, start date, or additional vacation. Ask for a performance review in 6 months with a pre-agreed compensation review if immediate increases aren't feasible.

Handle counteroffers and deadlines

If you have competing offers, use them tactfully. Say: "I have another offer with an earlier deadline—this is my preferred opportunity. Is there any flexibility on the timeline or compensation?" Respect deadlines and be honest about timelines to maintain credibility.

Know when to walk away

Set a non-negotiable minimum based on living costs and market value. If the employer can't meet a reasonable baseline for the role and you have other options, be prepared to decline. Long-term fit and growth matter more than a single offer.

Post-negotiation etiquette

Once terms are agreed, ask for a written offer reflecting the negotiated items. Thank the hiring team and confirm the next steps. Keep communications professional and appreciative even if negotiations are tough.

Final note

Negotiation is a skill developed with practice. Use role-plays with mentors, keep data at your fingertips, and frame requests around mutual value. When done well, negotiation strengthens the employer-employee relationship by aligning expectations from day one.