How to Negotiate Your Salary: Scripts That Actually Work

Most people never negotiate their salary. Not because they can't — because they're afraid to. That fear costs the average person $1 million over a career.

According to a 2023 Fidelity Investments survey, 85% of people who negotiated received some increase. The worst realistic outcome is "no." The cost of asking is one slightly awkward conversation.

Before You Negotiate: Know Your Number

You need three numbers:

1. Your target salary — what you actually want, based on market data
2. Your minimum — the lowest you'll accept
3. Your anchor — the number you open with (higher than your target)

Where to research market rates:

• Bureau of Labor Statistics Occupational Outlook Handbook
• LinkedIn Salary (requires some profile completion)
• Glassdoor, Levels.fyi (tech roles), Payscale
• Ask colleagues if possible — salary transparency helps everyone

Don't anchor on your current salary. Anchor on market rate for someone with your skills in your location.

The Script for Negotiating a Job Offer

Never accept an offer on the spot. Always take 24–48 hours.

When you call back:

"Thank you so much for the offer — I'm genuinely excited about this opportunity. Based on my research into the market rate for this role and my [X years of specific experience/skill], I was hoping we could get to $[anchor number]. Is there flexibility there?"

Then stop talking. The silence is uncomfortable. Let them fill it. Whatever they say next, you have information.

If they come up: You've made money from a 60-second conversation.

If they say the salary is fixed: Ask about signing bonus, extra PTO, remote work flexibility, earlier performance review. Compensation is more than base salary.

If they say no to everything: You've learned the ceiling. Decide if the offer still works for you.

Negotiating a Raise at Your Current Job

The best time: annual review. Second best: after completing a significant project or taking on more responsibility.

The preparation:

1. Document your wins over the past 12 months with specific numbers: "I reduced churn by 12%", "I closed $340K in new revenue", "I trained 3 new hires"
2. Research what your role pays externally — find 3–5 comparable job postings
3. Know your number before the meeting

The script:

"I've been thinking about my compensation and I'd like to talk about a raise. Over the past year, I [specific accomplishment]. Based on what I'm seeing in the market for this role, I'd like to move to $[number]. Can we make that happen?"

What Not to Say

• "I need more money because my expenses went up" — the company doesn't pay for your lifestyle
• "I know the timing might not be great" — this is pre-apologizing for asking
• "I was hoping maybe we could..." — hedging makes you sound unsure
• Give a range when they ask for your number — they'll anchor to the bottom

The Competing Offer Approach

A competing offer is the most powerful negotiating tool. It's concrete evidence of market value.

How to use it without burning bridges:

"I've received an offer from another company at $X. I'd really prefer to stay — I've been happy here and I believe in what we're building. Is there any way to match or get close to that number?"

This only works if the competing offer is real. Never fabricate one.

The Bottom Line

• Research market rate before any negotiation — don't anchor on your current salary
• Open with a number higher than your target, then let them counter
• Silence after asking is powerful — don't fill it
• If base salary is truly fixed, negotiate signing bonus, PTO, or review timeline
• The worst answer is "no" — and you can still accept the original offer

Use our Savings Goal Calculator to model how a $5,000 salary increase compounds into savings over 10 years.