How to Negotiate Your Salary (And Actually Get More)
Practical salary negotiation tactics — how to research your worth, what to say and how to handle the tough moments.
⏱ 7 min readIntermediateUpdated May 2026
Quick Answer
Research the market rate first (Seek, LinkedIn Salary, Glassdoor). Then say: "Based on my research and experience, I was expecting something closer to [X]. Is there flexibility there?" Always negotiate — the worst they can say is no.
Why Most People Do Not Negotiate (And Should)
Studies consistently show that only about 37% of people always negotiate salary — yet 70% of employers expect candidates to negotiate and have budget built in for it. Not negotiating the first salary offer is one of the most expensive mistakes people make, as future raises are often calculated as a percentage of your current pay.
Step 1 — Research Your Market Value
1
Check salary data sites
Look up your role and experience level on Seek Salary Insights (Australia), LinkedIn Salary (global), Glassdoor (global) and PayScale. Get a range, not just one number.
2
Factor in your location and industry
The same role pays very differently in Sydney vs a regional city, or in finance vs a non-profit. Make sure you are comparing apples with apples.
3
Know your number
Decide on three numbers: your ideal salary, your realistic target and your absolute minimum. Never reveal your minimum.
Step 2 — When and How to Negotiate
4
Wait for the offer
Do not bring up salary until they make an offer. Let them anchor first.
5
Express enthusiasm, then negotiate
Start positively: "I am really excited about this role and the company. Based on my research and experience, I was hoping for something closer to [your target]. Is there any flexibility?" Then stop talking and wait.
6
Anchor high
Ask for 10–15% more than your target. This gives room to land where you want after negotiation.
7
Consider the full package
If salary is fixed, negotiate on other things: extra leave, flexible working, professional development budget, earlier performance review, signing bonus or title.
The most powerful negotiation tacticSilence. After you state your number, stop talking. The discomfort of silence often prompts the other party to fill it — sometimes by improving the offer themselves.
Things not to sayNever say "I need this because my rent went up" or give personal financial reasons — it weakens your position. Your value is based on what you bring to the role, not your personal expenses.
Frequently Asked Questions
Ask about the full package instead — additional leave, work from home flexibility, title, performance review timeline or professional development budget. Many organisations have fixed salary bands but flexibility in other areas.
Not at all — it is expected. Employers build negotiation room into their initial offers. Negotiating professionally actually signals confidence and business acumen, which are qualities employers value.
During your performance review, after a significant achievement, after taking on more responsibility, or when you have a competing offer. Do your research first and frame the conversation around your contributions and market value, not personal need.