Negotiating your salary can feel daunting, but in North America, it’s not just normal — it’s expected. Nearly 73% of U.S. employers anticipate candidates will negotiate their offers, and many view a well-handled counteroffer as a sign of confidence. Despite this, many job seekers accept the first offer on the table — only 58% of Americans negotiate their salary, even though 85% of those who do get at least some of what they ask for.

Failing to negotiate can be costly. By one estimate, not negotiating could cost a professional up to $500,000 over their career. Whether you’re deterred by discomfort discussing money or fear of seeming pushy, rest assured that when approached with preparation and tact, salary negotiation can be a collaborative discussion that establishes your value from day one.

Know Your Worth: Do Your Homework

Preparation is the foundation of successful negotiation. Before discussing numbers:

• Research market rates for your role, industry, and location using resources like Glassdoor, PayScale, and Salary.com
• Identify your unique value — specialized skills, additional experience, or impressive results that justify higher compensation
• Define your target and minimum acceptable salary — but keep your minimum private
• Practice your pitch until you can deliver it confidently and calmly

As the saying goes, “Never bring an opinion to a data fight.” Armed with research, you’ll transform a nerve-wracking conversation into a straightforward business discussion.

Timing: When to Bring Up Salary

When you initiate the salary discussion matters. Generally, let the employer bring up compensation first or wait until you have an offer. Your leverage is strongest when the company has decided you’re their top choice.

If asked about salary expectations early, provide a research-based range: “From my research, similar roles typically pay between $70,000 and $85,000. I’m looking for a fair package that reflects my experience and the position’s responsibilities.”

If pressed further, you might say: “I’d like to understand more about the role before committing to a specific number. Could you share the budgeted range for this position?” In many regions, pay transparency laws require employers to provide this information.

Leverage Multiple Offers: The Ultimate Negotiation Tool

One of the strongest positions in any negotiation is having multiple job offers. When employers know you have alternatives, they’re often more willing to improve their offer to secure your talents.

Tools like Multapply can give you this advantage. Multapply streamlines your job search by automating applications across major job boards and company career pages. By applying to more relevant positions quickly, you increase your chances of receiving multiple offers simultaneously. The platform’s AI features can tailor your resume for each application and track your application status, helping coordinate timing to maximize negotiation leverage.

With competing offers, you can respectfully mention this during negotiations: “I’ve received another offer at $X, but I’m more excited about this role. Is there any flexibility to bring the compensation closer to that figure?” This isn’t about threatening to walk away — it’s being transparent about your market value as confirmed by other employers.

Even without multiple formal offers, applying widely through tools like Multapply gives you confidence during negotiations because you know you have active possibilities in the pipeline.

Framing Your Ask: Emphasize Value, Not Just Money

How you frame your request significantly impacts success. Approach the discussion as a collaborator, not an adversary:

• Start positive with enthusiasm about the offer and company
• Make a clear, justified request: “Given my five years of experience and market rates for this position, I was hoping we could explore a salary around $85,000”
• Strike the right tone — confident yet courteous, avoiding both apologetic language and aggressive ultimatums
• Consider the whole package — if base salary flexibility is limited, negotiate other elements like signing bonuses, performance bonuses, equity, vacation time, or flexible work arrangements

By focusing on the value you bring and backing your request with objective data, you make it easier for employers to say yes.

Handling Objections and Low Offers

If your request is declined or the initial offer is lower than expected, don’t take it personally. Employers have constraints like budget limits and internal salary bands.

Ask about flexibility: “I was expecting something closer to [your target]. Is there any flexibility on the base salary?” Then listen. If they explain budget limitations, you might propose: “I understand budget constraints. Would you consider revisiting my salary in six months based on performance?”

Throughout these discussions, maintain a courteous tone — remember, the person you’re negotiating with often wants to hire you and may be advocating for you internally.

If the final offer falls below your minimum, you can either accept it for other benefits (like growth opportunities) or respectfully decline. If you walk away, do so graciously to preserve the relationship.

Common Pitfalls to Avoid

• Not negotiating at all — most employers expect negotiation and won’t rescind offers just because you ask
• Revealing your number too early — maintain leverage by waiting until the employer is sold on you
• Accepting the first offer immediately — take time to evaluate the full package
• Making it personal — justify your request with skills and market data, not personal financial needs
• Overlooking the entire compensation package — consider benefits, work-life balance, and growth opportunities alongside salary

The Bottom Line

Salary negotiation is a normal part of the hiring process. By preparing thoroughly, timing your discussions wisely, and communicating confidently, you set yourself up for success. Even if you don’t get everything you hoped for, you’ll likely improve upon the initial offer and start your new job knowing you advocated for yourself.

Remember, you’re not just negotiating for today’s paycheck, but setting a tone about your professional value. So take a deep breath, do your homework, and step into that conversation — your future self (and bank account) will thank you.