How to Make a Salary Counteroffer

Negotiating your salary for a new position can be almost as nerve-wracking as it was to get the job in the first place. But it’s a vital—and indeed widely expected—part of the process. Think about it: Isn’t your financial future worth the time, effort, and stress of making a salary counteroffer instead of accepting an offer right out of the gate?

Next time you’re in this situation, try these strategies to confidently secure a fair compensation package.

Do your legwork

Before making a salary counteroffer, it's important to conduct a thorough online survey to determine what people are earning in your role at other companies. You should be able to plug in your job title and geographic location and get back specific, up-to-date salary information. Here’s one site where you can do just that.

Assess your value

Now for some soul-searching. What do you offer that no one else does? More precisely, what are the qualifications, experience, and skills that helped you land this job? These characteristics, plus any exceptional achievements or relevant certifications demonstrating your expertise in the field, are your leverage to negotiate a higher salary.

Know your numbers

With your research and self-assessment in hand, it's time to figure out your ideal salary range. Set realistic expectations by considering both the industry standard and your own selling points—and then bump it up a bit. You can bet the company lobbed you a low dollar amount knowing you’d probably come back and ask for more; now play their game. Once you’ve demonstrated your understanding of the market and your personal worth, you can let them talk you back down to something that’s both reasonable and competitive.

Craft your pitch

Whether you’re composing an email counteroffer or preparing for a verbal negotiation, gather your thoughts beforehand so you can articulate your position clearly and persuasively. While respectfully addressing your salary concerns and highlighting the value you will bring to the organization, be sure to express your commitment and enthusiasm for the role. A positive and grateful attitude will show that you’re not just in it for the money. Above all, don’t be tempted to make an ultimatum, or you may find them calling your bluff and walking away.

Consider your alternatives

If you’ve conducted an open and constructive conversation but your new employer is standing firm on money, ask them about other forms of compensation like performance bonuses, stock options, professional development opportunities, flexible work arrangements, and other perks. And frankly, even if you’re unable to get them to budge at all on their offer, at least you’ve demonstrated your resourcefulness and tenacity, setting the stage for a respectful relationship.

With the right mindset and preparation—along with research, self-assessment, and a dash of courage—you can achieve an outcome that’ll start you off on a strong footing and hopefully get you what you deserve.