Rule one: money last
Every salary conversation before an offer is about screening you out; every one after an offer is about closing you. When asked early for expectations, use the data sentence: “I'd like to learn more about the role first — I'm targeting the market range for this work, roughly $[researched range], and I'm flexible on the mix.” In many states and cities (including California, New York, Colorado, Washington and Illinois), employers must include a pay range in postings — read it; it is the negotiation map.
Do the research before the call
Three sources, triangulated: the BLS Occupational Outlook for national medians, Glassdoor/Levels/in the posting itself for this company and metro, and the posted range when the law requires one. Walk in knowing the median, the top of the posted band, and your walk-away number. Our salary-by-role guide gives the BLS medians to start from.
The offer call — word for word
When the offer comes, never accept on the spot: “Thank you — I'm excited about the role and the team. I'd like to review the full package in writing and come back to you by [tomorrow].” Then, the counter, in one calm message: “Based on the market data for this role in [metro] — BLS puts the median at [$X] and your posted range tops out at [$Y] — and the [specific experience/result] I bring, I was expecting a base closer to [$target, about 5–10% above the offer]. If we can get there, I'm ready to sign and start on [date].” Then stop talking. Silence after a clear ask is part of the technique.
If base salary will not move
Negotiate the package: signing bonus, an extra week of PTO, a six-month (not twelve-month) salary review in writing, remote/hybrid days, a professional-development budget, or an earlier start to bonus eligibility. Companies that cannot move base often can move these — they come from different budgets.
What never works
Inventing a competing offer (it gets checked, socially if not formally), threatening to walk unless you mean it, apologizing through the ask (“sorry, this is awkward, but…”), and renegotiating after you have accepted. Politeness plus data plus one clear number beats every performance of toughness.
Get it in writing
The final offer letter should state base, bonus terms, title, start date, PTO, and anything negotiated on the call. Verbal promises made in negotiation have a way of being remembered differently — the letter is the agreement.