Got a New Job? Don’t Leave Money on the Table
Congratulations! You made it through the interviews, impressed the hiring team and they’ve offered you the job.
You’re excited. Then comes the part that makes a lot of people uncomfortable: “What are your salary expectations?”
Your first instinct might be to give them the lowest number you’d be willing to accept. Don’t.
Salary negotiation isn’t about being difficult, greedy or demanding. It’s about making sure the compensation reflects the value you bring to the role.
And the good news? You don’t need to be a professional negotiator to do it. You just need to be prepared.
Step 1: Know Your Number Before You Negotiate
Before you have the conversation, figure out three numbers:
Your target: What you’d ideally like to earn.
Your acceptable number: The lowest compensation you would genuinely be comfortable accepting.
Your stretch number: A higher number that reflects the value you bring and gives you room to negotiate.
Don’t pull these numbers out of thin air.
Research what similar roles are paying based on factors such as industry, location, experience, responsibilities and company size.
And remember a job title doesn't tell the whole story.
Two people with the same title can have very different salaries because one role may involve managing a larger team, owning a bigger budget, travelling more or carrying significantly more responsibility.
The more you understand the role and the market, the more confidently you can negotiate.
Step 2: Don't Be Too Quick to Give a Salary Number
If an employer asks: “What are your salary expectations?”
You don't necessarily have to be the first person to put a number on the table. Try this instead: “I’d love to understand the budgeted salary range for the role so we can make sure we’re aligned.” If they provide a range, you now have useful information.
You can position yourself within that range based on your experience, skills and the scope of the position.
For example: “Based on the scope of the role, my experience and the value I can bring to the team, I’d be targeting a salary in the $X–$Y range.”
Notice that you're not simply saying, “I want $X.” You're connecting your compensation expectations to the value you're bringing.
Step 3: Build Your Case
One of the biggest mistakes people make is negotiating with personal reasons.
“I need more money because my rent went up.”
“My expenses are higher.”
“I have a lot of bills.”
Those things may be true, but they aren't the employer's reason to increase your salary.
Instead, focus on your professional value.
Before negotiating, write down 3–5 reasons why you are worth the compensation you're asking for.
Think about:
Years of relevant experience
Specialized skills or certifications
Leadership or management experience
Revenue you've generated or costs you've reduced
Major projects you've delivered
Problems you've solved
Clients or stakeholders you've managed
Results you've achieved
Responsibilities that go beyond the basic job description
Your goal is to make it easy for the employer to understand why you're asking for more.
Step 4: Don't Assume the First Offer Is the Final Offer
You receive the offer. They're offering $85,000.
You were hoping for $95,000.
That doesn't necessarily mean the conversation is over.
You can say: “Thank you for the offer. I’m really excited about the opportunity and the chance to join the team. Based on the responsibilities of the role, my experience and the value I can bring, could we discuss a salary closer to $95,000.”
Then stop talking. Seriously, stop.
You don't need to immediately fill the silence by explaining, apologizing or negotiating against yourself. Give them a chance to respond.
Step 5: Don't Negotiate Against Yourself
Let's say you ask for $95,000 and they say: “That's higher than what we had budgeted.”
You don't need to immediately respond: “Okay, what about $92,000? Or $90,000? I could probably do $88,000…”
You've just negotiated against yourself. Instead, ask:
“I understand. What flexibility do you have on the base salary?”
Or:
“Is there room to move closer to $95,000?”
Let the employer make the next move.
Step 6: Look Beyond the Salary
Here's something many people forget:
Your compensation is bigger than your salary.
Depending on the employer and role, you may be able to negotiate:
Signing or hiring bonuses
Annual bonuses
Vacation days
RRSP or 401(k) matching
Stock or equity
Professional development funding
Tuition reimbursement
Flexible or remote work
Work-from-home allowances
Additional paid time off
A different job title
Earlier eligibility for a salary review
Commission or performance incentives
For example, if the employer can't move from $85,000 to $95,000, you could ask:
“If $95,000 isn't possible on base salary, are there other areas of the compensation package where we could create some additional value?” Or:
“Would you be open to discussing an additional week of vacation or a signing bonus to help bridge the difference?”
Just remember: not everything has the same value. An extra $5,000 in salary is recurring income.
A one-time $5,000 signing bonus is not. Additional vacation might be extremely valuable to you, while someone else may prioritize retirement matching.
Think about what matters most to you.
Step 7: Ask About a Future Salary Review
Sometimes the employer genuinely cannot move on the starting salary.
That doesn't necessarily mean you have to walk away.
You can ask: “If we can't move on the starting salary, would you be open to a salary review after six months based on agreed-upon performance goals?”
The important part is getting specific.
Ask:
When will the review happen?
What goals or results will be evaluated?
Who will make the decision?
What would success need to look like?
And, where appropriate, get the agreement in writing.
“Let's revisit it sometime” is very different from a clearly defined six-month review with specific expectations.
What If They Ask What You Currently Make?
You may be asked: “What are you currently earning?”
Remember: your current salary doesn't necessarily reflect your market value.
Maybe you've been underpaid. Maybe your current role has a different scope. Maybe you're moving into a position with significantly more responsibility.
You can redirect the conversation: “I’d prefer to focus on the compensation range for this role and the value I can bring to the position. What range has been budgeted?”
The goal is to move the conversation away from what you currently make and toward what this role is worth.
What NOT to Do When Negotiating
A few things can weaken your position quickly. Don't apologize for negotiating.
You don't need to say, “I'm sorry to ask, but…”
Don't give an ultimatum unless you're genuinely prepared to walk away.
Don't make threats or compare yourself to another employee.
Don't exaggerate your qualifications or invent competing offers.
Don't negotiate every single detail just because you can.
And don't forget to remain professional. You are not negotiating against the hiring manager. You're trying to reach an agreement that works for both sides.
And Don't Forget Your Current Employer
Salary negotiation isn't just for new jobs. If you're asking for a raise in your current role, the same principles apply.
Don't simply say: “I deserve a raise.”
Instead, build your case around your contributions, results, increased responsibilities and the value you're creating.
For example: “Over the past year, my responsibilities have expanded to include X, Y and Z. I've also delivered A, B and C results. Based on the scope of my role and my contributions, I'd like to discuss adjusting my compensation to $X.”
Come prepared with evidence. Your accomplishments are your negotiating currency.
Your Paycheque Is Part of Your Financial Plan
Here's the bigger picture. An extra $5,000 or $10,000 in annual salary isn't just about having more money in your bank account today.
Over time, higher income can give you more room to:
Build your emergency fund
Pay down debt
Increase your retirement contributions
Invest
Save for a home
Fund your goals
Create more financial breathing room
And future raises may be based on your current salary.
That's why negotiating your starting salary can have a ripple effect throughout your career.
The Bottom Line
Negotiating your salary isn't just about getting a bigger paycheque today. It's about giving your future self more options.
Every extra dollar you earn can create more room to save, invest, pay down debt and build the financial life you want. And because your starting salary can influence future raises, bonuses and other compensation, the number you negotiate today can have a much bigger impact than you might think.
So the next time you're sitting across from a hiring manager, or asking for a raise, remember my rule: You don't get what you deserve. You get what you negotiate.
Know your worth. Know your numbers. Make the ask.
You don't have to be fearless. You just have to be prepared.
And whatever you do, don't negotiate yourself down before they even have a chance to say no.