Negotiating salary can feel uncomfortable, but employers generally expect it — and a well-handled negotiation rarely damages a working relationship. Here’s how to approach the conversation with confidence and professionalism.

Do Your Research First

Before any negotiation, know your market value. Look at salary benchmarking data, industry reports, and job postings for similar roles in your region. A specialist recruiter can also give you an accurate, up-to-date sense of what employers are paying for your skill set — this is often more reliable than generic online estimates.

Know Your Number and Your Range

Rather than fixating on a single figure, prepare a realistic range based on your research, with your target salary toward the upper end. This gives you flexibility in the conversation while ensuring you don’t undersell yourself.

Let the Employer Raise the Topic First Where Possible

If you can avoid naming a figure before an offer is made, do so. If asked directly about salary expectations early in the process, it’s reasonable to give a well-researched range rather than a single number, or to ask what the budgeted range is for the role.

Focus on Value, Not Need

Frame your negotiation around the value you bring — your experience, skills, and the impact you’ll have in the role — rather than personal financial circumstances. “Based on my experience leading similar projects and the market rate for this role, I was expecting a salary closer to X” is far stronger than “I need more because my expenses have gone up.”

Consider the Whole Package

Salary is one part of the offer.

– Bonus structure and how it’s calculated
– Superannuation or pension contributions
– Flexible working arrangements
– Annual leave
– Professional development budget
– Health or wellbeing benefits

If the base salary has limited room to move, some of these areas may offer flexibility instead.

Practise the Conversation

Rehearse how you’ll phrase your ask, ideally with a friend, mentor, or recruiter. Keep your tone collaborative rather than confrontational — you’re working toward an outcome that suits both sides, not making demands.

Get It in Writing

Once you’ve reached an agreement, make sure the final numbers are confirmed in writing before you resign from your current role or sign a contract.

A Final Word

Negotiating doesn’t need to be adversarial. Most employers respect candidates who advocate for themselves professionally — it’s often seen as a positive signal about how you’ll represent yourself, and the business, in the role itself.