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How to Negotiate Your Salary Over the Phone

When it comes to your job, you ultimately want to be compensated fairly for your efforts. According to a survey, more than 70% of hiring managers expect candidates to negotiate for a salary increase.

However, many new employees leave that opportunity on the table by not negotiating their salaries. Determining a fair wage, especially on a phone call, is one of the most challenging parts of getting hired, and most applicants don’t ask for it for fear of losing a job offer.

But negotiating shows that you’re a strong, level-headed person with the confidence to speak up.

In this article, we’ll show you how to negotiate your salary on the phone to get the most out of your job offer.

How to Negotiate Your Salary on the Phone

A salary negotiation over the phone can be daunting, especially in the early years of your professional life. Here are the three main steps of a successful over-the-phone salary negotiation.

1. Preparation

Before you make the phone call, it’s essential to be well-prepared. You’ll want to have a clear base salary and target bonus in mind. One advantage of a phone-call negotiation is the liberty of taking notes. This is helpful in case you forget your talking points or reasoning. Moreover, you can look up the company’s website and assess the organization’s hiring goals. This can help you identify negotiable areas.

2. Communicate Clearly

Your communication skills are critical during an over-the-phone salary negotiation. You must be clear, concise, and positive to get the most out of your conversation. It’s necessary to find common ground that benefits both parties. Ask yourself what you can offer that would be valuable enough for the company to consider increasing its offer. Respectfully describe your abilities and experience to demonstrate your value as a team member.

3. Be Politely Persistent

Don’t give up early in the negotiation, even if it seems like the recruiter is setting arbitrary deadlines. If you stay calm and assertive, chances are high that you can reach an agreement with the other person.

Be flexible with your terms and be willing to compromise when things get tough, but also be ready to stand your ground when necessary.

When you’re negotiating your salary, it’s vital to understand the dos and don’ts to avoid a misunderstanding.


  • Research the median salary your target company pays its employees.
  • Have a list of positive qualities you bring to the table, and be ready to pitch them to the hiring manager.
  • Be positive, motivated, and eager to work.
  • Be aware of your bargaining power.
  • Know your qualifications — make sure you put forward what you believe would be valuable to the company.
  • Know when to stop negotiating and move on to the next step — also, be flexible in your terms.
  • Make sure you’re in a distraction-free environment and have a strong cellular connection.


  • Talk about the money too quickly — jumping into this right away can potentially break a deal.
  • Promise things that you can’t deliver — you want a raise, but don’t overestimate how much you can realistically expect to receive.
  • Ignore non-salary benefits — sometimes companies compensate employees with additional benefits.


According to a 2018 poll, only 39% of professionals even try to negotiate their salary, yet most companies leave room for negotiation when they set the budget for a role. Don’t leave money on the table. Pathrise can connect you with an experienced professional for one-on-one negotiation support and help you secure a 10% to 20% salary increase on average. Learn more or connect with a negotiation consultant here.

Apply today.

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Alex Immel

Alex Immel is one of Pathrise's leading negotiation consultants.

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