Salary negotiation
The conversation where you ask for a higher offer than the recruiter's first number.
Definition
Salary negotiation is the offer-stage conversation where you respond to the recruiter's first number with a higher target — typically asking for 10–25% above their initial offer. Done well, it earns you $5K–$50K of additional comp for the next 12 months. Most candidates skip it; the recruiter expected them to negotiate and built in budget.
Example
Recruiter offers $95K base. You: "Thanks for the offer — I'm excited. To make this an easy yes, I was hoping we could land at $108K. The reason: comparable roles at [Company A], [Company B] are at $105K-$115K and I have another offer in process at that range. Is there room to move?" Recruiter comes back at $103K. You accept. $8K/year you wouldn't have gotten by accepting the first number.
Why it matters
The recruiter's budget for this role almost certainly extends 10–20% above their first offer. They won't volunteer it. By stating a target with a reason and a reasonable counter, you anchor the conversation at your number. The "don't say a number first" advice is wrong in 2026 — recruiters at every company we've talked to want to close fast and a researched range gets faster, better offers.