Teddy in a blazer and tie, ready for a salary conversation in a calm office

How to Negotiate Salary: A Step-by-Step Plan and What to Say

Asking for more money feels awkward for most people. It is also one of the few conversations at work where a little preparation can change what you earn for years. This plan works for a job offer or a raise.

In 30 seconds

Know your range before you talk.
Ask at a calm, planned moment.
Say one clear number, then stop talking.
If salary will not move, negotiate the rest of the package.

1Know your number before you talk

Research the market. Check pay ranges for your role, level and location in several places. Note the range, not one figure. Then pick three numbers and write down your evidence: projects finished, problems solved, responsibilities added in the past year.

Three numbers to decide before the conversation.

2Choose the right moment

For a raise, ask after a clear success or during a planning or review period, not in the middle of a crisis. Book a short meeting rather than raising it in passing. For a job offer, wait until the offer is clear, then thank them and ask for a day or two to review it.

3Say it plainly

Start with appreciation, then make a specific request. You can adapt these:

For a job offer“Thank you for the offer. I am excited about the role. Based on my research and experience, I was hoping for a salary closer to X. Is there room to get there?”

For a raise“Over the past year I took on A and B and delivered C. I would like to talk about adjusting my salary to reflect that.”

Name one figure or a narrow range, then stop talking and let them respond. Silence is part of the conversation.

4Answer the common pushback

THEY SAY“There is no budget right now.”

You say: Ask what would need to happen for the budget to change, and agree on a date to revisit it.

THEY SAY“This is the standard range for the role.”

You say: Point to your evidence and ask what would put you at the top of that range.

THEY SAY“Let me get back to you.”

You say: Agree on when. Send a short follow-up email summarising what you asked for.

5If the salary will not move

Look at the rest of the package: a signing bonus, extra vacation days, flexible hours, a learning budget, or a formal review in six months with clear targets. Get any agreement in writing.

6Stay calm and keep the relationship

Be polite, be specific and avoid ultimatums. A good employer expects a reasonable request. Even if the answer is no, you now know where you stand and what to work on.