A Tactical Guide to Salary Talks for Candidates

Imagine walking out of an interview, confident in your performance, only to later realize you accepted an offer far below your market value. In the fast-paced worlds of engineering, IT, and technology, where skills are in high demand, this scenario is all too common. Ask too early and risk turning off a potential employer. Wait too long and you might lock yourself into a number that doesn’t match your worth. So, when is the right time to talk salary and also how do you bring it up without sounding pushy?

Why Timing Matters More Than You Think

Salary conversations aren’t just about the number—they signal your level of confidence, market awareness, and negotiation ability. Bring it up too soon, and it can feel transactional. Bring it up too late, and you’ve already done the hard work without knowing if the payoff is worth it.

Best time to talk salary:

• After the first interview, but before the final one. This sweet spot ensures you’ve shown your value but haven’t yet committed.
• When they ask about your expectations. This is a built-in green light.
• Before you accept an offer. Never sign without talking compensation in detail.

Quick Stat Check

Did you know that over 60% of employees who negotiate their salary receive more than the initial offer?

That’s not a minor bump and it’s often thousands of dollars annually, with long-term impact on bonuses, raises, and future job offers.

What to Say and How to Say It: Templates for Tough Conversations

If you’re early in the process (before any interviews):

“Before we move forward, I’d love to make sure our compensation expectations are aligned. Can you share the salary range for this role?”

After the first or second interview:

“I’m really interested in the opportunity and excited about the work your team is doing. At this stage, I think it would be helpful to discuss compensation to ensure we’re aligned moving forward.”

When asked, “What are your salary expectations?”

“Based on my experience and market research, I’m targeting a range of [$X–$Y], but I’m open to discussing the full compensation package.”

When responding to an offer that’s lower than expected:

“Thank you for the offer—I’m thrilled about the position. Based on my experience and the responsibilities, I was hoping for something closer to [$X]. Is there room to adjust the offer?”

Do’s and Don’ts of Salary Conversations

DO

• Research market rates (use tools like Levels.fyi)
• Know your bottom line and ideal range
• Practice your tone—aim for confident, not defensive
• Focus on total compensation (benefits, bonus, growth)

DON’T

• Say “I’ll take anything” (even if you’re desperate—this kills leverage)
• Apologize for bringing it up
• Make it personal (“I need more because my rent went up”)
• Accept an offer on the spot if you’re unsure

A Recruiter’s Perspective

One forgotten fact is that most successful candidates don’t wait for permission to advocate for themselves but rather they do it with professionalism and preparation.

When candidates communicate their worth clearly and confidently, employers notice. It doesn’t come across as pushy rather it shows someone who knows their value and is ready to work for it.

Bonus Tip: If ever asked “What is your desired compensation for this role?” 

Respond with something like this: “I am open, flexible, and more interested in finding a role that’s the right fit for my skills, career projection, and company culture. That said, based on my experience, skills, and the market rate for similar roles, anywhere in the range [$X-$Y] meets my threshold. Of course, I am happy to discuss what makes sense for the position and full compensation package.”

Still Unsure? Use This One-Liner as Your Safety Net

If you’re stuck and don’t want to sound like you’re talking numbers too soon, try this:

“I’d love to learn more about the role and your team’s goals first but happy to discuss compensation when the time is right.”

This keeps the door open, shows maturity, and buys you time.

If you are still in the job hunt, take a look at our job board here. If you would like to speak to one of our recruiters for added insight, take a look here.