Let’s be real: talking about salary can feel scarier than your first day on the job. Whether you’re just starting out in IT, Retail, HR, or Sales & Marketing—or you’re taking the leap into freelancing—knowing how to negotiate salary during the interview is a must-have skill. The good news? With the right prep and mindset, you can turn that awkward conversation into a confident step towards the paycheck you deserve.
Why salary negotiation matters (even at the start)
Negotiating your salary isn’t just about the money—it’s about setting the tone for your career. A well-negotiated salary can boost your confidence, help you feel valued, and even impact your future raises and job opportunities. For freelancers, it’s the difference between thriving and just surviving. And for employees, it’s a chance to show you know your worth from day one.
Step 1: Do your homework
Before you even set foot in the interview room (or log into that video call), research is your best friend. Here’s how to get started:
- Check the market rate: Look up typical salaries for your role, industry, and location. For freelancers, find out what others are charging for similar projects.
- Know your worth: List your skills, certifications, and achievements. Did you automate a process that saved your last company hours? Smash your sales targets? These are your bargaining chips.
- Set your range: Decide on your ideal salary, your minimum acceptable rate, and a stretch goal. Always aim a bit higher than your minimum—that gives you room to negotiate.
Step 2: Timing is everything
When should you bring up salary? The golden rule: wait until the employer brings it up or you have a job offer in hand. If asked early, you can say, “I’d love to learn more about the role and responsibilities before discussing compensation.” This keeps the focus on your fit for the job, not just the paycheck.
Step 3: Nail the conversation
When it’s time to talk numbers, keep these tips in mind:
- Be positive and confident: Start by expressing your excitement for the role. Confidence (not arrogance!) shows you know your value.
- Present your case: Use concrete examples—“Based on my experience leading successful marketing campaigns that boosted sales by 25%, I believe a salary in the range of €X to €Y is fair for this role”.
- Be precise: Specific numbers (like €38,500 instead of €40,000) show you’ve done your research and aren’t just guessing.
- Pause and listen: After stating your number, let the silence do the work. Give your interviewer time to respond.
- Stay flexible: If the salary isn’t negotiable, consider other perks—extra vacation days, remote work options, or professional development budgets.
Step 4: For freelancers—own your value
Freelancers, every project is a fresh negotiation. Here’s how to ace it:
- Showcase your portfolio: Let your work speak for itself. Highlight successful projects and client testimonials3.
- Be transparent: Clearly communicate your rates, what’s included, and your deadlines. This builds trust and avoids misunderstandings3.
- Aim high (but fair): Start with a rate slightly above your minimum. This gives you space to negotiate down if needed, but still land where you’re happy3.
- Offer options: If a client balks at your rate, suggest different packages or payment structures. Flexibility can lead to a win-win outcome3.
Curious if freelancing is right for you? Take our freelance suitability quiz and find out!
Step 5: Practice makes perfect
Negotiation is a skill—one you can (and should) practice. Rehearse your key points with a friend, or even in front of the mirror86. Anticipate pushback and prepare calm, confident responses. The more you practice, the less nerve-wracking the real thing will feel.
Top salary negotiation tips for young professionals
- Don’t accept the first offer: Most employers expect you to negotiate, so don’t be afraid to counter.
- Ask the right questions: “What is the pay range for this position?” or “Is there flexibility in the compensation package?”
- Sell your achievements: Back up your ask with results—quantifiable wins are hard to ignore.
- Consider the whole package: Salary is important, but benefits, flexibility, and growth opportunities matter too.
- Stay professional: Even if the answer is no, thank the interviewer and keep the door open for future opportunities.
Don’t let fear hold you back
Remember, negotiating salary isn’t greedy or pushy—it’s professional. Employers respect candidates who advocate for themselves and know their value. Whether you’re aiming for your first job in IT, a retail management role, or your next freelance gig in marketing, these negotiation skills will serve you for years to come.
Heb je al een interview binnengehaald? Lees dan onze gids over salarisonderhandelingen om het meeste uit de kans te halen.
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