Salary Negotiation: 6 Tips on How to Negotiate a Higher Salary


Hey, It’s Linda Raynier of LindaRaynier.com Career Strategist, Speaker and Coach. And in this video, I’m going to teach you 6 tips that’ll help you to negotiate a higher salary for yourself. Whether you’ve just been given a new job offer or you’re wanting to ask for a raise, if you know that you deserve more than what you’re currently getting, you definitely want to keep the following tips I have for you in mind. All right, so let’s dive into Tip #1. And that is, to talk about your value. Personally, I think this is the most important tip and that’s why I put it as the first one to discuss. So, in order to justify a bump in salary for yourself, you need to know what your value is, and how you’re going to articulate that to your boss or manager. So that means, bringing up any and all evidence that proves why you’re worth what you’re worth. So you’ll bring up instances where you’ve helped the company to increase profitability for example, or reduce costs. Or you’ve saved time in certain areas and that you’ve been recognized as a strong performer. You want to have a list of these types of items ahead of time in your mind, so that when you’re in the meeting, you can clearly explain them, one by one. You want to be assertive and tactful, when you explain yourself, but at the same time, calm yet confident. Because when you can do it in a relaxed yet confident way, they have no choice but to really listen to what you’re saying. And that is only going to help you in getting closer to getting that bump in salary. Onto Tip #2. Do market research. Now this is pretty much a given for most people, but while you’re coming up with your value, you also need to know what the market is paying for someone with your credentials and level of experience. So that means, going out, talking to headhunters, talking to recruiters. They tend to have the most up to date market information. As well as perhaps talking to people who you know who have similar job titles and level of experience as you do. Also, you can rely on Google to find out a range. Although I would be wary with Google because salaries do really differ depending on the region and area that you’re looking at. So, whatever information you find through the internet, you want to make sure that it’s true to your specific region, your specific local area. Other than that, the most important thing to keep in mind about doing market research is to definitely use more than one resource to determine your expected salary. If you only rely on one person’s information and say that’s the number that you want, it may turn around and hurt you, because it may not be in line with what the market is paying. So you want to essentially, look at multiple sources, and determine an average number for yourself that you can reasonably expect. Tip #3: Give a number, not a range. So when an employer asks, “What are your salary expectations?” Most candidates tend to tense up and are afraid of offending the employer by giving just one firm number. So instead, they give a range. This is the biggest mistake that I think candidates make. For two reasons. The first reason, it allows the employer to give you lower than what you really wanted. So if you give a range, and the higher number was what you truly wanted, they’re probably going to go for the lower number anyway because you said that you were open to that. Despite what you really wanted. So why would you give a range in that case? You just want to give one number. Second reason why it’s a big mistake, is that from a hiring manager’s perspective, it makes you look a bit wishy washy. It makes it look as though you don’t really know what it is that you want in terms of salary, so you’re wanting them to make the decision for you. This is not the way to do it. You want to give one number. Now you want to make sure this number is obviously fair, it’s deserving, and at the same time, it lines up with what the market is paying. So, there are two numbers that you actually want to keep in mind when it comes to this. There’s your, what I call, your “ideal” number and then there’s your “willing to settle” number. So your “ideal” number is the number that, if you got this salary, you would be ecstatic, you would be so happy because deep down, you know that that’s actually more than what you think, based on someone with your experience and value is truly worth. At least for now. So, the ideal number is generally just slightly higher than what you’d normally expect for someone at your level. Now, the “willing to settle” number is the number that you know is truly justified. It’s what you’re truly worth and what you deserve. That you shouldn’t be getting any less than that, that that’s the number that you’re worth. So, when you’re being asked, “What are your salary expectations?” You actually want to give your ideal number. And the ideal number is not WAY over the mark of your “willing to settle” number, it’s maybe about $5K more? So you want to give that number, for the reason that the employer, likely, will look at it and say, cause they’ll do their own research. They’ll look at it and they’ll say, “Okay, this person wants this much.” “They feel they’re worth this much.” “But we feel that the role is worth this much.” And they won’t really go too far off from your ideal number. Which means that you’re going to get your “willing to settle” number. Which is the number that you should truly be expecting anyway. Because that’s what the market is paying, and that’s what someone with your level and experience is also worth. Tip #4. Go in with leverage. So, whenever you’re trying to justify a higher salary for yourself you want to make sure you can leverage everything and anything in your favour. So that means, let’s say that you’re in a new job offer situation. A company has just handed you a job offer. But at the same time, you know that there may be other offers that may potentially be coming in. You want to let the hiring manager as well as the headhunter or recruiter know that. You want to simply say to them, “Just wanted to let you know, but I’m considering multiple offers at the moment.” “So this is one of x number.” What that does, is it enhances the ‘scarcity’ mentality for the hiring manager. Because if they really like you, they’ll be willing to pay more if they know you’ll be easily snatched up by someone else. Now, in terms of a situation where you may be asking for a raise, and you want to stay at your current company. Then, you don’t really want to bring up the fact that you’ve received multiple job offers or anything like that. I mean, even if you have, all you can really say is, “This is what the market is offering.” And that you’re fairly confident that this is what the market is offering. So you’re going to hint at it but not necessarily outright say it. Because you don’t want to mess up the relationship with your employer if you don’t plan on leaving the company. On top of that, you want to leverage what we talked about. Which is explain your value. Talk about your achievements. Talk about your accomplishments. Highlight them in a clear and concise way. And you also want to really prove to the employer, your boss, your manager, why you are a top performer. Why you stand out from everyone else. You really want to let them know that you ARE different from the rest of your team. You ARE different from the other people in your department. That you truly do deserve more. So, just simply saying, “You know, …over the past year, I’ve done X, Y and Z.” “And if you compare me to the rest of the team,” “nobody else has made the same types of accomplishments that I have.” “So I know that I do deserve more.” I mean it’s simply just highlighting the contrast between YOU and the rest of your team. That’ll also help you to hopefully, get a bump in your pay. Tip #5. Time it appropriately. If you’re in a new job offer situation, the only time when you want to be mentioning what your salary expectation is is when the employer ASKS you. Never bring it up on your own. So this could be right at the beginning, it could be during the interview process or it could be at the very end when you’ve actually received the job offer. Either way, only bring up your salary expectations when prompted by the employer. Never bring it up on your own, because it makes you look money hungry and this is not the impression you want to be setting. Now if you’re in a situation where you want to ask for a raise from your current company, then you want to time it during the performance review time. So most likely, towards the end of the year before the new year begins. ‘Cause this is the time when most managers expect for these discussions to happen. So it won’t be a surprise coming out of left field. And on top of that, it’ll be a good opportunity for you to leverage your performance review results as well as the value discussion that you’ve prepared ahead of time, and your market research results as well. So you can use all of those to leverage and explain why you deserve a higher salary. And finally, Tip #6. Be humble and polite, yet confident. The whole salary negotiation process is simply one where you’re communicating your value and worth to an employer. It’s not about being aggressive or greedy. It’s just simply about justifying why you’re worth what you’re worth. And when you can go in with positive intentions, it’ll only help to increase your chances of getting a positive result. So now you’ve learned 6 tips on how to negotiate a higher salary for yourself, whether you’re in a new job offer situation or you’re simply wanting to ask for a raise. Now if you’re also looking to polish up your resume, feel free to download a copy of my resume hacks cheat sheet, located in the link below. It’ll give you top resume tips that’ll help you to land more interviews and ideally job offers. If you liked this video, then please, give it a thumbs up. Subscribe. Share it with your friends. Thank you so much for watching and I will see you in the next video. Bye!

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100 thoughts on “Salary Negotiation: 6 Tips on How to Negotiate a Higher Salary

  1. Hi Linda, thanks for the video. Would you mind to provide any advice by salary raise request but negotiating with the one who has power to decide but less direct working experience with me and also with the one who manages me but have no power to decide the salary? Hope I expressed it clearly…

  2. I really like the insights you give us and also you have perfect presentation style. Thank you 🙂

  3. Hi Linda great video!. First and foremost, how do u let ur employer know that u are asking for a salary raise?. Is it through personal conversation or shud one hand a letter first?

  4. Good morning Linda. Currently, I am living in Canada, and I do not know what could be the best way to make the first approach to my boss asking for a raise.
    I have watched your videos, and I could not find how to do it.
    Could you please give an advice?

  5. Hello Linda. Greetings.

    I was recently at a meeting/interraction with the CEO of a good company for discussing our mutual fit for the Head – Supply Chain Position and in the entire communication….

    On all my answers to his questions he inferred that “ Prashant had I been in your place my answer would be this….. and my answer would be that”.
    Practically he seemed not to be convinced to what I said and he out of blue in the midst wanted to know my salary expectations which practically does not hold good and hence requested him to share the Salary range.
    I made my point that transparecy has to be both side and we are required to be respected as professionals equally.
    Unfortunately I just had to walk out of the room cutting short our meeting.

    Thanks With Best Regards,

  6. From a psychological point of view, is it ok to negotiate salary for a new position at the same company via email? I’ve always been shy when it comes to negotiating salary. I always settle for the first offer. Your videos have helped me secure a new position at my current job, a position I wasn’t sure of getting because I lacked the experience even though I’m qualified for it. And they’ve made an offer. I will follow up with them on Monday. So, I’m trying to build a case as to why I deserve $5000 more. But I wanna do it in the form of a letter since I am not a good salary negotiator. Is that advisable? Kindly reply. Thanks!

  7. With regards to giving a range of numbers I think is a cultural thing. In some cultures they'll have a look at the range and then go to the market research and offer accordingly; the range being willing to settle number and preferred number.

  8. To the “don’t give a range point”, i think there’s more nuance there. A range is very effective if you make sure the lower point is what you actually want. That way, when the recruiter offers the low-end, in true negotiation fashion, you can feel content in agreeing and both parties will feel satisfied – you got your money & they were theoretically able to save the their company a few thousands.

  9. Great video, Linda! I agree, it's so important to communicate value. Many people focus on their tasks and responsibilities, but it is more effective to communicate the results and value you can deliver to a future employer.

  10. in my country, when you ask for the closer price to the headhunter or your future boss willing to pay…they will looking for another candidates with the same skill/experience but cheapest :8)

  11. Great tips, thank you. Just wondering, can I mention the salary my colleague received for the same position under the same employer system, which is what he told me before he left the current company?

  12. Hi Linda, thanks for the video. I used it in an offer negotiation. I m confused about one thing – the offer is for a GL Analyst position, but I am a VP now at compensation accounting. Salary is higher in the offer by some amount. If go from VP to Analyst, would that negatively impact my job prospects? Thanks in advance.

  13. What about jobs offer that are usually posted with salary they would be paying? Can you negotiate?

  14. thanks for good advice. I gave a range but they first offered my min. but i said I have other offers so then they offered my max. 🤣

  15. Linda, You are such an inspiration! I wish I could have heard this 40 years ago! Thanks for helping all of us realize we can do so much more than we think we can. C

  16. Unfortunately, working for a nonprofit you can't really ask for a raise. Because where I work, for now, there's years of no raises. Or raises of less than two percent.

  17. Walk boldly into the office, take out a brown envelop, and your cell phone; look the boss right in the eye and repeat the following,,,,,,, double my salary and these photos will never see the light of day, i will be expecting this retroactive to my hire date, have a great day

  18. Great video with great tips…but the problem I have is that when these type of videos are made, most of the similar topics have many different responses and advice. Example: The topic about salary, you stated to give one figure and then others will say give a range. The conflicting advice confuses the candidates. Also I don't understand how employers feel comfortable asking candidates about salary and when the candidate asks them what salary they are offering, they take offense and their attitude is displayed as if the candidate is being rude. Fair is fair!! An interview is not one way, it is a two conversation where both the employer is selling the job to the candidate and the candidate selling themselves to the employer to be successfully chosen for the position.

  19. concerning the leveraging part, would you also mention that this is just a number and that you have several offers and numbers at present even when there are no other offers for you right now?

  20. Hey I have a job offer but I wanted a little more money and their offering a little less then I expected and I really don't want that offer what do you suggest?

  21. Great video..To bad I didn't see this video 7 months ago! I would still be employed after 11 long years of hardwork and dedication to a unappreciative manager! I got fired for asking for more money. I wish I would of followed my gut feeling and went to a lawyer, because I know for a fact I was treated unfairly and what they were doing to me after all those years was wrong and unacceptable, but i just let them win to keep my job just to end up loosing it anyway.😪

  22. You are suc an exceptional interview guider. You caused my confidence to raise to 70% one night before interview. Congrats Linda

  23. Thanks for the tips. What should someone do if they are already earning a salary that is far above industry standards, but would like to move jobs since another job offers better opportunities. How can they get the other firm close to that salary, even though it may be abnormally large?

  24. 3:15 -ish i agree. I have watched so many videos or blog/documents online, they almost always say, oh NEVER give a specific number, especially in a job interview situation. Now, regardless on who said what based on why, I personally would like to tell (and have been telling) the interviewers an honest answer – I'm here to get the job, not bargaining at a flea market, don't try to play games. I tell them what the # i got from my research , then the # I would love to get based on the research with added value (what i can bring to and do for the company in the near future), and a # I'd be willing to start with (this is bottom line BUT tell them this is for first # of month, show them you're willing to test the water just like them and that you value learning time and willing to take that on your own).

  25. Employers don't pay "what you are worth" but the lowest possible. Everything else makes no sense.I have been working for 10 years now and never even had an evaluation… Finding an other job in my field is nearly impossible if I am not willing to move to an other country.

  26. Your videos are amazing. I feel like I have avoided future disasters. Just did the salary check for a role I’ve just applied for and my expectation was lower that the market low so now I know to set my expectation higher.

  27. Hey there Linda, appreciate the video. It looks like i will get a job offer Monday. Had a quick question- I will be relocating from california to nashville. Should i be expecting a relocation package? If I dont receive, how should I ask for it?

  28. For the salary. What if I give a range but the lower number is actually the base pay I want/ideal #. Wouldn’t that be okay?

  29. In regards to salary range, I do love the suggestion to have an ideal number and willing to settle number – it seems that this could be the range. For instance, $100k (settle #)–$110k (ideal #) and this way one can get somewhere in between those two spots. Having one number doesn't really allow for negotiation nor does it take into account other factors – commission/bonus, equity, etc. Also, one question I have is when an employer doesn't give a range in the beginning. I'm currently interviewing and they haven't really given me any range or number and my fear is the offer will be way lower than I will take and the entire interview process will be a waste of time on both parts (this actually happened to a friend who wished she had brought up the salary earlier in the interview process). Suggestions for this situation?

  30. I honestly have found it easier just to find a new job. If the company doesn’t see my value on their own, my LinkedIn box is full of “come work for me”

  31. what if they specifically tell you that the salary is XYZ and you say "I still would like to know about the role" but then you know you are worth more…When do you bring this up in the interview process?

  32. Thank you LINDA RAYNIER , for your answer to salary expectations . For I had more confusion answers . Cause others on YouTube say that don't answer , just stay calm and while in job interviews it's a must to answer to all questions . Thanks once more and keep it up . Jehovah be with YOU !!!

  33. Hey umm……tall dark and handsome over here…..you have a really nice smile btw. Oh and your videos have helped a lot of my customers.

  34. I’ve received a job offer today and have three business days to reply. The offer salary is about 2-3k less than I’d prefer given experience and education background. During the post interview the hiring manager mentioned she could request higher pay but my offer is at starting range, should I try to negotiate with HR for it? I wouldn’t mention the hiring manager detail but knowing there maybe room to budge is a factor for me.

  35. Hi Linda, what do you say in the situation where they are asking you in the job announcement to respond in your cover letter your salary requirements/expectations? Thank you!

  36. ?the company I work with now, I applied for Design Engineer, the recruiter sent me Email asked what is my salary expectation? really do not know what to say how to find the right salary for this new position.Thanks

  37. Failed. Salaries are often cast in stone as part of the contract offered communicated & you never really get to even debate it. However, you can always return to university 🎓 if this interviewer is starting to piss you off 😑 & you'll make a child of yourself trying to imply you work more than others in company. Absolutely ridiculous because only someone else can praise your hard work & not yourself please 😌🙏

  38. Hi Linda,

    I find the "ideal number" a little hard to buy.

    Could you give a percentage relative to the "willing to settle number" please?

    Thanks.

  39. So Linda is saying completely opposite of what everyone else on Youtube says… never tell a range but a number? What if the employer was actucally going to offer me more than my number? So isn't it better to say a range so you still have a scope for negotiation?

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