Salary negotiation: what to say, and when to say it

Employers expect a counter. Most build room into the first number precisely because they expect one. Declining to negotiate rarely earns goodwill; it just leaves money on the table that compounds through every future raise.

Do the research first

• Public salary bands where legally required in the posting.
• Levels.fyi, Glassdoor and Payscale for a range, not a point.
• Recruiters in your field — they quote real market numbers.
• Your own floor: the number below which you would decline.

End with three figures: your target, your acceptable, and your walk-away. Never enter a conversation with only one.

The early 'what are your expectations?' question

Deflect once, politely. If pressed, give a researched range with your target near the bottom.

"I'd rather learn more about the scope before putting a number on it — what range has been budgeted for the role?" If pressed: "Based on the market for this scope, I'm looking in the region of £X to £Y."

When the offer arrives

Thank them, express genuine enthusiasm, and ask for the details in writing plus a day or two to review. Never accept on the call, and never counter on the call either — you negotiate better with a written number in front of you.

The counter

"I'm really pleased with this and I want to make it work. Based on the scope we discussed and the market for this level, I was targeting £X. If you can get to that, I'm ready to sign."

One number, one justification, one clear signal that agreement ends the process. Vague dissatisfaction invites a vague response.

Negotiate more than base

• Signing bonus — often the easiest yes when the band is capped.
• Start date, giving you unpaid time between roles.
• Remote or hybrid days written into the contract.
• Learning budget, certification costs, equipment.
• An agreed review point at six months.
• Extra annual leave.

If they say no

Ask what would need to be true to reach your number, and when the next compensation review falls. A documented path is worth accepting. And be careful with hard ultimatums — only issue one you are willing to honour.