Accepting a job offer without negotiating can leave significant money on the table. In the United States, negotiating starting salary is standard practice, and employers expect candidates to make a counter-offer. Here is how to handle the conversation with confidence and professional metrics.
1. Research Market Rates
Use platforms like CareerDNA USA, Glassdoor, and the Bureau of Labor Statistics to establish a salary range for the title, experience level, and geographic location. Establish a clear 'target number' and a 'walk-away number' before entering negotiations.
2. Let the Employer Speak First
Avoid disclosing your current salary or expectations early in the screening process. If asked, pivot: 'I am open to a competitive offer that aligns with the requirements of the role and my qualifications.' Once they present a number, thank them and ask for 24-48 hours to review the offer details.
3. Make a Counter-Offer Supported by Value
Provide a counter-offer that is 10% to 15% higher than their initial number. Back this request with concrete examples of your expertise, such as past projects, leadership initiatives, or certificates that justify the higher tier.