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Whether you are weighing a new job offer or asking for a raise, a pay conversation goes better when you are prepared. This guide walks through what to research, how to set your numbers, what to say, and what to do afterwards.
Remember that pay is more than salary. Depending on the job, it can include wages, bonuses, commission, tips, equity, allowances, benefits and more. Keep the whole package in view.
1. Understand your market position
Before you name a number, find out what similar roles are paid. Pay for the same job title can vary a lot, so compare like with like:
- The actual work, not just the title: responsibilities, scope and decision-making.
- Level: entry, experienced, senior, lead or manager.
- Location, including whether the role is remote.
- Industry and organization size.
Look at ranges rather than a single figure. Knowing where the market median (P50) and the upper end of the market sit helps you judge whether a number is low, typical or strong.
See how pay for your role compares.
Check Your Pay2. Build your case
Market information tells you what the role is worth. Your case explains why you are worth paying well within that range. Write down specific, recent examples:
- Results you have delivered, with numbers where you have them.
- Responsibilities you have taken on since your pay was last set.
- Skills, qualifications or experience that are in demand.
- Problems you have solved and the difference that made.
Keep the focus on the value of your work. Personal costs, such as rent, are real, but they are a weaker argument than the scope and impact of the job.
3. Set your numbers
Go into the conversation with three numbers written down:
Target
What you are aiming for, based on your research and your case.
Acceptable range
Outcomes you would be comfortable agreeing to.
Walk-away point
The point below which you would decline or keep looking.
Work out what the numbers mean in practice. The Salary Increase Calculator shows what a percentage increase means for your annual, monthly and biweekly pay, and the Total Compensation Calculator helps you compare complete packages.
4. Choose your timing
For a new job
The best time to negotiate is after you receive an offer and before you accept it. You have the most leverage once they have decided they want you.
For a raise
Raise it ahead of pay review or budget planning, after a clear success, or when your role has grown. Ask for a dedicated meeting rather than a passing conversation.
5. Have the conversation
- Start positively. Show you are interested in the role or committed to your work.
- Be specific. Name a number or a range, and explain what it is based on.
- Listen. Ask how pay is decided and what flexibility exists.
- Pause after you make your ask. You do not need to fill the silence.
- Stay professional and calm, even if the first answer is not what you hoped for.
Adapt these example scripts to your own words:
Responding to a job offer
Thank you for the offer. I'm excited about the role and the team. Based on the scope of the position and what I'm seeing for similar roles in this market, I was expecting a base salary closer to [target]. Is there flexibility there?
When asked for your salary expectations
Based on my research into similar roles at this level, I'm looking for something in the range of [range]. I'm also interested in the full package, so I'd like to understand the bonus, benefits and other rewards as well.
Asking for a raise
Over the past [period], my role has grown to include [responsibilities], and I've delivered [results]. Based on that and on market information for similar roles, I'd like to discuss adjusting my pay to [target]. What would that take?
If the answer is no, or not yet
I understand. Could we agree on what I would need to achieve for this to be possible, and set a date to revisit it? I'd also like to discuss whether other parts of the package could be adjusted in the meantime.
6. Look beyond base salary
If there is limited room on base salary, other parts of the package may be easier to move. Depending on the employer and the role, you could discuss:
Use the Job Offer Checklist to make sure you have reviewed the complete offer.
7. After the conversation
- Ask for the final offer or agreed change in writing before you accept or resign from another job.
- Check that the details match what was discussed, including start dates and when any change takes effect.
- If the answer was "not yet", confirm what you need to achieve and when you will revisit it.
- Say thank you, whatever the outcome. You will likely have this conversation again.
Preparation checklist
This guide offers general information to help you prepare. Every situation is different, and RateMyPay cannot guarantee any particular pay outcome.