How to Negotiate a Better Salary

Negotiating your salary can feel intimidating, but it’s an essential skill that can significantly impact your career and financial well-being. Many people hesitate to ask for more money due to fear of rejection or discomfort in discussing finances. However, salary negotiation is a normal part of the job process, and employers often expect candidates to negotiate.

How to Negotiate a Better Salary

This guide will provide you with step-by-step strategies to successfully negotiate a better salary, whether you’re starting a new job or seeking a raise in your current position.

Why Salary Negotiation is Important

Ensures you are compensated fairly for your skills and experience.
Increases your long-term earning potential.
Boosts your confidence and self-worth in the workplace.
Sets a precedent for future salary increases.

Many employers leave room for negotiation in their initial offers, meaning you could be leaving money on the table if you accept the first figure given to you.

Preparing for Salary Negotiation

Success in negotiation largely depends on preparation. Here’s how to prepare:

1. Research Salary Standards

Before negotiating, you need to know the average salary for your position in your industry and location. Use these resources:

Salary comparison websites like Glassdoor, PayScale, and LinkedIn Salary.
Company reviews to see if employees mention pay satisfaction.
Networking – ask professionals in your field about their salaries (if comfortable).
Job postings – some job ads include salary ranges.

When researching, consider factors like:

Years of experience
Education level
Industry standards
Company size and location

Example: A software developer in Johannesburg may earn a different salary than one in Cape Town due to cost of living differences.

2. Assess Your Value

Employers pay for value, so highlight what makes you a valuable employee. Consider:

Your skills and expertise.
Certifications or training that set you apart.
Achievements like cost savings, increased sales, or improved efficiency.
Unique abilities that benefit the company.

Example: If you saved your previous company R50,000 annually by streamlining processes, that’s a strong negotiation point.

3. Identify Your Desired Salary Range

Instead of a fixed number, use a range to allow flexibility. A good range:

Has the lowest amount you’d accept.
Includes an ideal figure.
Stretches slightly higher than your target (employers may negotiate down).

Example: If you want R30,000 per month, you might ask for R32,000–R35,000.

4. Time Your Negotiation Well

Timing is crucial. The best times to negotiate:

During the hiring process (before signing the contract).
During performance reviews (if your company conducts them).
After a successful project that demonstrates your value.
When the company is doing well financially (avoid negotiating during layoffs or budget cuts).

Also check: Free Apps to Create a Professional CV for 2025

How to Negotiate Your Salary

Once you’ve prepared, follow these steps to negotiate effectively.

1. Be Confident, But Professional

Confidence is key. Speak clearly, maintain eye contact (if in person), and be polite. Avoid sounding desperate or aggressive.

Example:
Weak Approach: “I was wondering if I could get a higher salary?”
Strong Approach: “Based on my experience and market research, I believe R35,000 is a fair salary for this role.”

2. Make Your Case with Data

Use facts to justify your request. Examples include:

Industry salary reports.
Specific achievements.
Contributions to company success.

Example:
“I’ve increased customer retention by 20%, which has improved revenue. Given this impact, I believe an increase to R40,000 is justified.”

3. Be Ready for Counteroffers

Employers may counter your request with:

A lower figure.
Non-cash benefits (extra leave, flexible hours, etc.).
A future raise promise.

If the salary isn’t negotiable, consider other benefits:

Performance-based bonuses.
Additional paid leave.
Training or upskilling opportunities.
Travel allowances.
Remote work options.

4. Stay Professional Even If Rejected

Not all negotiations succeed. If your request is denied:

Ask for feedback: “What can I do to earn this salary in the future?”
Negotiate a future raise: “Can we revisit this discussion in six months?”
Consider other benefits.

If the employer is unwilling to budge and you’re unhappy, assess whether staying in the role is the right decision.

Common Salary Negotiation Mistakes to Avoid

1. Accepting the First Offer

Many employers expect candidates to negotiate, so the first offer is often lower than what they’re willing to pay.

2. Not Doing Research

If you don’t know your worth, you risk asking for too little or too much.

3. Focusing Only on Salary

Consider other benefits like bonuses, leave days, and career growth opportunities.

4. Being Too Aggressive

Negotiation should be professional. Avoid ultimatums like “Give me this salary, or I’ll leave.”

5. Not Practicing

Rehearse your negotiation with a friend or mentor to refine your approach.

Example Salary Negotiation Script

Here’s a simple script to guide you:

Candidate: “Thank you for the offer of R28,000. Based on my research and experience, I believe R35,000 is a fair salary for this role. My previous role had a similar scope, and I contributed to increasing team efficiency by 25%. Would you be open to discussing this figure?”

Employer: “We can offer R30,000, but we can’t go higher right now.”

Candidate: “I appreciate that. Could we explore other benefits, such as additional leave or a performance-based bonus?”

(If the employer refuses, consider asking for a future review.)

Salary negotiation is a skill that improves with practice. Remember:

Be prepared. Research industry standards.
Be confident. Know your value.
Be professional. Stay respectful and open-minded.
Be flexible. Consider other benefits if salary isn’t negotiable.

Negotiating your salary is one of the most important financial steps you can take in your career. With the right approach, you can secure the compensation you deserve.