Just the thought of negotiating a job offer can be nerve-wracking. But the first step to leading a long career that pays you as much as you’re worth is bargaining for the best deal at offer time, every time.

In the words of Chris Moss, author of Never Split the Difference, always remember: the person sitting across from you at the negotiating table is not your adversary. They’re your partner in the deal.

Here's nine steps to tackling salary negotiations with confidence.

Respond to the Job Offer with Moderation

When you get an offer, it's important to balance excitement with a calm, measured approach.

Show gratitude, not blind enthusiasm: Start by expressing thanks to the employer for the offer, but avoid giving them too much reassurance. They should wonder if you plan to accept. If that makes you nervous, remember – by making it this far in the hiring process, you’re already worth a lot of money to the company.
Honesty, but not transparency: While you should never lie, you don’t need to share every detail of your decision-making process. Keep things professional and concise. Ex: They ask “Do you have any other offers?” If you don’t, you reply: “I have several balls in the air so I’m currently weighing my options.”
Request time to consider: Ideally, ask for two weeks to make a decision. If that’s not possible, push for at least five business days. Employers are often willing to accommodate this. It gives you time to sleep on the decision, and potentially receive other offers for leverage. Use the time to research and consider your must-haves.

Negotiate the Offer

Negotiating doesn’t have to be intimidating. With facts and strategy, you can advocate for yourself effectively.

Leverage multiple offers if possible: Having more than one offer strengthens your position. If you don’t, don’t worry—you can still negotiate confidently.
Think beyond salary:

For internships/co-ops: Consider asking about living stipends, housing arrangements, semester rotations, or year-round opportunities.
For full-time roles: Discuss benefits, vacation days, remote work flexibility, or tailored work schedules.

Have a ‘why’ behind every ask:

For example: "A cost of living stipend will help offset the high rent in this area.”
Or, for intance: "An extra week of vacation would allow enough time to see my family in Italy."

Do your research on pay:

Use resources like Payscale, Glassdoor, or Salary.com to find regional salary averages for this industry and your experience level.
Check publicly available company earnings reports for additional insights on the company’s resources and pay distribution.

Set the right tone:

Confident: Highlight the value and skills that you bring to the table, and how you intend to use them.
Friendly: Show that you’re invested in being a team player, and would genuinely love to accept a favorable offer.
Collaborative: Emphasize how meeting your needs benefits both sides.

Remember, the worst they can say is no! Offers don’t get rescinded for the candidate reasonably negotiating the terms.

To Recap…

Negotiating isn’t just about getting what you want. It’s about showing that you’re ready and willing to go after that extra piece of the pie. By advocating for conditions that set you up for career success and job satisfaction, you become a happier, more valuable employee. So take a seat at the negotiating table with confidence. When you win, everyone wins.