Money Talks: When and How to Negotiate Salary with an Employer

Article

Although many factors influence a person’s decision to accept a job offer, salary remains the primary motivator for most job seekers. But how do you negotiate salary with a potential employer? Virtually all hiring managers will tell you the key is knowing when to bring it up, how to make a clear, confident case and how to navigate the conversation with diplomacy.

Pay matters, but smart negotiators look at the whole package—salary, bonus, benefits, and flexibility—and ground their ask in current, role- and location-specific market data. The steps below show you how to time the conversation, frame your value with evidence, avoid common mistakes and land on a compensation package that fits your goals.

How to negotiate salary in an interview with an employer

How to negotiate salary in an interview with an employer
Tips for negotiating salary with an employer
Frequently asked questions

Things to know before you negotiate salary in an interview

Before diving into the details, here are some general do’s and don’ts for how to negotiate salary in an interview.

Do your research. Get familiar with current salary ranges for your job and location. Salaries vary depending on where you’re based, even if the job is remote. Check out the 2026 Salary Guide From Robert Half for up-to-date information.

Don’t rush the money talk. Timing is everything. Let the conversation flow naturally, and don’t bring up salary too early. Focus on first showing how well your skills and experience align with the role.

Do think beyond the paycheck. If the employer can’t meet your pay expectations, consider negotiating for extra vacation days, a flexible schedule, and remote or hybrid work.

Don’t volunteer a number too soon. If possible, let the employer present a salary figure first. If you have to go first, provide a range based on your research and make sure it’s realistic for your skills and location. And remember, you don’t have to say what your previous or current salary is. In fact, in many places it’s illegal for employers to ask.

Do be honest about your skills. A deceptive job applicant is a rejected job applicant.

Don’t feel pressured to accept the first offer. Employers expect some back and forth. Remember the person negotiating with you has been in your shoes and knows exactly how you feel.

Tips for negotiating salary with an employer

Ready to dive deeper? Here are some detailed tips on how to negotiate the salary offer like a pro.

1. Know when to start talking about salary and how to bring it up tactfully

Bringing up salary too early is still a no-go. Avoid mentioning pay in your cover letter or during the first phone screening. At this stage, it’s all about showing why you should be considered for the role.

When it comes to the first interview, focus on your skills and what you can bring to the company. By the second interview, it’s generally OK to ask about salary if the topic hasn’t yet been broached, but do it with care.

Mention your excitement for the role and the value you offer before bringing up the salary range you’d find acceptable. You want the employer to see you as someone interested in more than a paycheck. If the hiring manager brings up the salary topic first, provide a range that leaves room for negotiation.

In virtual interviews, the same rules apply—don’t bring up pay too soon. It’s simply part of knowing how to negotiate salary during your job search.

Back up your negotiations with salary data

Explore the Salary Guide

The Robert Half 2026 Salary Guide breaks down salary ranges for hundreds of positions across industries, factoring in demand for specific skills, hybrid/remote arrangements and location. Use it as your benchmark before discussing pay with any employer.

2. Hold your cards fairly close

It’s usually best to let the employer throw out the first number. Knowing their starting point can give you an advantage in the negotiation. But sometimes, you have to go first. Some companies ask for your salary expectations right in the application, just to make sure you are in the same ballpark as their budget.

If you do have to give a salary in the job application, offer a range that works for you—don’t lock yourself into a specific number.

The same goes for your first interview: Either give a range or politely try to put the ball in the employer’s court by saying something like, “I’d rather get a better feel for the job and company first, but could you share what salary range you have in mind?”

3. Research salary ranges by role and location

Before you apply, make sure you know what kind of salary to expect for your role, location and industry. Whether the position is remote or in-office, salaries can vary based on where you live, so research is vital.

Nearly 3 in 10 (29%) job seekers say they’re unsure about their market worth—Robert Half’s 2026 Salary Guide can help you pinpoint realistic numbers. It’s also wise to check the demand for your particular skills. AI skills, for example, are in especially high demand. So, if you have AI skills the employer is looking for, it could provide you with an advantage if you decide to negotiate the salary offer.

4. Discuss what’s offered

You’ve been offered the job, but the salary doesn’t meet your expectations. Now what? You can ask for more, so keep in mind what’s commonly negotiable: base salary, annual bonus, signing bonus, PTO, flexible schedule/hybrid, professional development budget, relocation and start date.

Note: 41% of candidates say simply knowing what’s negotiable is their biggest hurdle, so be sure to clarify these elements before you counter.

However, remember: You should not ask to negotiate salary if you have already agreed to another figure and formally accepted the job offer. It can make you look indecisive and unprofessional. It can also set the wrong tone, generally, with a new employer.

5. Present a strong case

When you decide to negotiate salary, it is important to back up your request with solid reasons for asking for more compensation. Highlight your skills, experience and any measurable successes—especially those that could benefit the company’s bottom line.

These days, demonstrating proficiency with digital tools or experience in remote collaboration is an asset. Employers are increasingly looking for candidates who can thrive in tech-driven environments. Tailor your case to the role and be specific about how you can add value.

6. Never bluff

Never mislead a prospective employer about your current compensation or invent other job offers to get more money. If you are not honest about your situation, you can be sure it will somehow come back to bite you.

7. Think beyond the pay packet: bonus, benefits and flexibility

Remember, salary is only part of the offer. So are standard benefits. However, to secure top hires, many companies offer benefits that go beyond the traditional options—think mental health support, wellness programs, flexible schedules and remote work perks like home office stipends.

Bonus—Ask about signing, annual or performance bonuses (including profit-sharing) to close gaps if base pay is firm. A clear bonus structure can meaningfully lift total compensation.

PTO & flexibility—If salary won’t budge, negotiate extra PTO, flexible hours or a hybrid/remote schedule. These can boost work-life balance and deliver value comparable to a raise.

Perks—Consider wellness and mental-health programs, home-office stipends and learning/certification budgets. Prioritize the perks that advance your lifestyle and career.

The key is to look at the proposed compensation package holistically and make sure the offer on the table aligns with your priorities and lifestyle. Unsure what to ask for besides base pay? Start with the items above then prioritize one to two that matter most to you.

8. Get it in writing

Congratulations, you got the salary you wanted! Your next step is to get all the specifics in writing.

When you have documentation about the compensation, job title and responsibilities, and other details that you agreed to with a new employer, then you can resign from your current position with confidence.

Frequently asked questions

Q: How do you politely negotiate salary?

A: First, express enthusiasm for the role and emphasize the value you can bring. Then, politely ask, “Is there any flexibility in the salary offer?” or “Based on my experience, would you consider [X amount]?”

Q: Can I lose a job offer for negotiating salary?

A: It’s rare to lose an offer by professionally trying to negotiate, but pushing too aggressively or appearing uncooperative can hurt your chances. The key is to stay polite, flexible and open to compromise.

Knowing how to negotiate salary during an interview is like knowing how to dance. You don’t want to start too early before the music does, and you don’t want to step on anybody’s toes. But with the right timing and solid preparation, you can confidently address how to negotiate the salary offer while building a positive relationship with your future employer.

Q: Can a professional recruiter assist with salary negotiation?

A: Yes. During your job search, a reputable recruiter can help guide you through interviews, advocate for you with interested employers, negotiate salary on your behalf and more.

Q: Is it normal to feel nervous about negotiating?

A: Yes, and you’re not alone! While 88% of job seekers say they feel confident negotiating salary, it’s still nerve-wracking to determine timing and what’s negotiable. Use the steps above and current salary data to keep the conversation professional and productive.

Additional resources:

Learn about how to negotiate salary during your job search.

Know about these 5 job search trends that could give you an edge.

Learn more about how to ask for a raise—and get it.

Employers, when you're ready to hire, Robert Half can help.

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