Guide · 7 min read
Salary Negotiation: How to Research Pay and Negotiate a Job Offer
How to research fair pay in the US, answer salary expectation questions, compare total compensation and negotiate a job offer politely, with sample wording.
Updated
Start with real pay data
Negotiation starts long before the offer. You need a realistic range for the role, level and location. Good free sources include the pay range in the job posting, the Bureau of Labor Statistics Occupational Outlook Handbook and its Occupational Employment and Wage Statistics data by metro area, CareerOneStop's salary finder, and employer-reported salary sites such as Glassdoor and Levels.fyi for tech roles. Talk to people in similar roles if you can.
A growing number of states and cities, including California, Colorado, Illinois, Maryland, Massachusetts, Minnesota, New York, Washington and others, require many employers to include a pay range in job postings. Use those ranges: they are the employer's own statement of what the job pays. Laws change, so check your state labor department for current rules.
Answering 'What are your salary expectations?'
Recruiters often ask early to make sure you are in budget. You have a few honest options. You can ask for their range first ('Could you share the range budgeted for this role?'). You can give a researched range whose bottom is a number you would be happy with. Or you can say you are flexible and focused on the full package, then return to the question once you know more.
Many states and cities ban employers from asking about your salary history. Even where it is allowed, you can focus on what you are seeking for this role rather than what you earned before.
Look at total compensation
Base salary is only part of an offer. Compare packages on everything that affects your finances and life.
- Base pay and how often raises are reviewed
- Bonus or commission: target amount and how it is calculated
- Equity or stock: type, amount, vesting schedule
- Health, dental and vision insurance: premiums and deductibles
- Retirement plan and any employer match
- Paid time off, holidays, parental leave
- Remote or hybrid flexibility and commute costs
- Sign-on bonus, relocation help, education or training budget
How to negotiate an offer
When an offer arrives, thank the employer and ask for it in writing with the full details. It is normal to ask for a few days to review it. Decide on your target and your walk-away point before you respond, and pick one or two priorities.
Keep the tone collaborative. A simple script works: 'Thank you, I am excited about this role and the team. Based on my research for similar positions in this area and the experience I bring in X and Y, I was hoping for a base salary closer to $[number]. Is there flexibility there?' Then stop talking and let them respond.
If base pay cannot move, ask about a sign-on bonus, an earlier performance review, extra vacation days, a remote work arrangement or a training budget. Get any agreed changes in the updated written offer.
Negotiating a raise in your current job
The same preparation works for a raise. Gather market data for your role, list your results over the past year with numbers where you can, and note any new responsibilities you have taken on. Ask your manager for a dedicated conversation rather than raising it in passing, ideally a few weeks before budgets are set. Present your case calmly, name the figure you are seeking, and ask what it would take to reach it if the answer is not yet. Follow up in writing so the next steps are clear.
What not to do
- Do not invent a competing offer. If you have a real one, you can mention it honestly.
- Do not accept verbally and then try to renegotiate.
- Do not make the conversation personal or about your expenses; focus on the role's market value.
- Do not drag the process out for weeks without communicating.
Watch for offers that seem too good
If pay is far above anything else for similar work, especially for a remote job with little experience required, be careful. Unrealistic pay is one of the classic signs of a job scam. Verify the employer before you share personal or banking information.
Tools that can help
AltFTool's Job Offer Comparison Tool lets you compare offers side by side, the Hourly to Salary Calculator converts hourly rates into annual pay, and the Future Salary Predictor projects how your pay may grow with yearly raises. These tools run in your browser and do not store your numbers.
General information only, not legal, financial or immigration advice. Written by the AltFTool team; last updated .