The Salary Question That Breaks People
It's the moment that makes you sweat: "What's your salary expectation?" You panic. You don't want to ask for too much and lose the job. You don't want to lowball yourself. So you either freeze or name a number that's way too low.
Most broke people take the first offer. And that decision costs them tens of thousands of dollars over their lifetime.
Why You're Scared to Negotiate
If you grew up broke or around people who were struggling, you learned that you don't ask for more. You're grateful for what you get. You don't want to be "difficult." You don't want to lose the opportunity.
I get it. But here's the thing: companies expect you to negotiate. They budget for it. If you don't, you're leaving money on the table.
The Math on Why This Matters
Say the job pays $35,000/year. You ask for $38,000 (just 8.5% more). You get it. Over a 10-year career at that company with 3% raises per year, that extra $3,000 compounds into about $40,000+ more in total earnings. And that's just one job.
Negotiating isn't greedy. It's math.
Before the Interview: Do Your Research
- Look up the salary range on Glassdoor, PayScale, or LinkedIn. Get a real number.
- Factor in your location - $50k in rural Arkansas is different from $50k in San Francisco.
- Know the role requirements - entry level vs. experienced makes a huge difference.
- Find your number - what's the ACTUAL market rate for someone with your experience?
During the Interview: Don't Say a Number First
When they ask, "What's your salary expectation?" here's what you do:
Option 1 (Safe): "I'm open to hearing what the range is for this position. What did you budget for?"
Option 2 (Still safe): "Based on my research for this role in this market, I'm expecting something in the $X-$Y range. What are you thinking?"
Let THEM say a number first. Always. You get more information and more leverage.
If They Offer You Something Low
They offer $32,000 when you were expecting $38,000. Don't panic. Don't say "yes" immediately.
- Say thank you and pause (don't talk, let silence be uncomfortable for them).
- Say something like: "I appreciate the offer. Based on my experience and the market rate for this position, I was looking at closer to $36-38k. Is there flexibility there?"
- They might say yes, no, or meet in the middle. Any of those is fine. You just negotiated.
If They Say "No, That's the Budget"
Okay, you can:
- Take the job and plan to ask for a raise after 6-12 months of solid work.
- Ask for other benefits (extra vacation, remote work, flexible hours, professional development budget).
- Decline and keep looking.
If you're desperate for money, take it. But know the number and come back to it later.
The Raise Conversation (6-12 Months In)
You've been doing good work. Now ask for a raise:
Set up a 1-on-1 with your manager. "Hey, I wanted to chat about my compensation. I've been here for [timeframe], taken on [projects/responsibilities], and delivered [results]. Based on my contributions and market research, I'd like to discuss bringing my salary to $40k. What are your thoughts?"
They might say yes, offer less, or say no. But you asked. And asking is power.
The Mindset Shift You Need
Negotiating isn't mean. It's not rude. It's not ungrateful. It's business. Companies negotiate. Employers budget for it. If you don't ask, you lose.
A company won't love you for taking less. They'll respect you for knowing your worth.
The Bottom Line
Your first salary negotiation is scary. But it's also the easiest one because they already want to hire you. They're not going to rescind the offer because you asked for more. Use that power. Do the research, let them say a number first, and ask for what you're worth. Worst case, you get what they offered. Best case, you make thousands more. Do the math—it's always worth asking.