How to negotiate salaries

Like a white male in tech

1. Do your research

Negotiating salaries is 100x easier when you know exactly how much you can get. So do everything you can to find out. Look up salary surveys. Ask around. I usually contact people who already work there, ask them what it’s like, and then politely ask them what salary range I should be aiming for. People are usually uncomfortable sharing what they earn, but willing to say what you could get.

• Say “I hope it’s ok to ask, I really have no clue here.”
• Say “I’m not familiar with the market.”
• Say “What salary range should I aim for?”
• Say “How well does the company pay compared to the market?”

2. Never ever give a number

Recruiters will try to pressure you into giving a number first. They’ll say it’s to make sure your expectations are within budget. They’ll say they simply have to put a number in the system. I highly doubt it. The key is to practice your answer, and learning to be comfortable being polite but disagreeable. It helps a lot to pick a phrase that is simply true for you, like “I honestly don’t know yet, as I still need to do my research, but I’m confident we will find a number that works for the both of us”.

• Say “I really don’t know yet“
• Say “I still need to do my research”
• Say ”I’m sure we’ll find a number that works for the both of us”
• Say “I’m not worried, I heard you pay competitively”
• Say “I’m sorry, but I’m not comfortable giving a number”
• Say “I’ve been strongly advised never to give a number”
• Say “What’s your budget for this role?”

FAQ: What if I already gave a number?
It’s not ideal, but it’s ok! You just go do your research, gather information, and follow the next steps just the same. You can still ask for more money later.

FAQ: What if I really, really have to give a number?
If you absolutely must, give a range that starts 20% higher than the minimum you’d accept.

3. Never verbally accept an offer

Recruiters will try to pressure you into accepting the offer over the phone. Never accept an offer verbally, it ruins your ability to ask for more money.

• Say “Thank you, that’s very exciting”
• Say “I need to think about it”
• Say “I’m waiting for other offers”
• Say “I need to consult with my family/partner”
• Say “Can you send me the offer in writing?”
• Say “I’ll review your offer carefully and get back to you”
• Say “I can get you an answer by next week”

4. Always ask for more money

I know it can be scary, but I promise you recruiters always keep at least 10–15% in their pocket because they actually expect you to negotiate. So always send a polite email back and ask for more.

• Say “Based on my research, I was expecting a higher salary”
• Say “Given my experience / skills, I was expecting a higher salary”
• Say “Is there anything you could do about that?”
• Say “Is there any way the salary could be higher?”
• Say “Would it be possible to raise the salary?”

5. Ask for more vacation days

Especially if you can’t get more money, ask for more vacation days. It’s super easy for them, as it doesn’t cost them anything. In my experience, you can always get at least 2 more days. I once negotiated an entire paid month off for the next year because they wanted me to start right away. You can also ask for a signing bonus, which is usually easier because it’s a one-time thing.

• Say “Would it at least be possible to get more vacation days?”
• Say “My family lives abroad, and I lose 2 days of travel just getting there and back”
• Say “If a higher salary isn’t possible, would a signing bonus be an option?”

6. Mirror their language

Over the course of your interviewing, and especially when you’re getting the offer, recruiters will often make compliments and let you know how great of a candidate you are. So mirror those words back to them when asking for more.

Hi [recruiter],
Thank you for the kind words. I equally feel confident about growing a successful career at [company].

Based on my market research, I was actually expecting a higher salary. Is there anything you could do in this regard?

Looking forward to joining the team!

or

Hi [recruiter],
Thank you for sending the offer. I’m happy to have demonstrated a fantastic capability for the role and a great cultural fit with the team!

Given the value and experience I will be bringing to [company], I was really expecting the base salary to be higher. I know you wanted to make sure the offer is compelling, so is there something you can do to increase the salary?

Excited to come build the future of [company]!