Salary negotiation guide: how to get the best job offer - job interview

You have passed the interviews, they like you and want you on their team. You reach the final stage of the selection process and make a fatal mistake: accepting the first offer out of fear of losing the opportunity or embarrassment about discussing money. Salary negotiation is a natural, expected and professional part of the hiring process. If you don't negotiate, you are leaving money on the table that you won't recover for years. In this detailed guide, we explain how to approach this taboo subject with professionalism, data and strategy.

1. Timing: When and How to Talk About Money

In negotiation, timing is everything. Bringing up the topic at the wrong moment can ruin your strategy.

Waiting Rule:Avoid bringing up the topic yourself: As a general rule, do not ask about salary in the first interview. It can make you appear mercenary, interested only in money. Let them fall in love with your profile first. Ideally, wait for the interviewer to mention salary or, better yet, to have a firm offer on the table. Whoever has the offer has the power.

The expectations question: It is very likely they will ask you "What is your salary expectation?" or "How much do you currently earn?" before making you an offer. What to do?

• Don't give a single exact figure: If you say 30,000, they will give you 30,000, and they might have had a budget for 35,000.
• Use a range: "Based on my market research and my experience, I'm looking for a range between X and Y." This gives you flexibility.
• The diplomatic answer: "I am looking for a competitive salary in line with the market and the responsibilities of the role, but I am flexible and I value the full benefits package."

2. Research: Know Your Market Value

You can't negotiate if you don't know what you're worth. Going into a negotiation without data is likely to fail. Before the interview, do your homework:

Sources of Information: Check job boards, look for salary studies from consultancies in your sector (such as Hays or Michael Page) and, if you can, ask colleagues or trusted contacts in similar positions.

Variables to consider: Salary is not a fixed number. It depends on: Geographic location: You don't get paid the same in Madrid as in a small town. Company size: Multinational vs startup. Your experience and value contribution: What problems do you solve? The more specialized your profile, the greater your negotiating power.

3. Receiving the Offer: The Art of the Pause

The moment they give you the figure is critical. Your immediate reaction sends a powerful signal.

The "Flinch" or Reflective Pause: Never accept the offer immediately, even if it's good. If you say "Yes!" in a second, the recruiter will think they offered too much or that you were desperate. Show appreciation, but maintain a slight air of consideration. Pause. Say: "Thank you very much for the offer. I need to review it in detail and run the numbers."

Ask for time: It is perfectly professional to ask for 24 or 48 hours to analyze the offer. This gives you time to calm the euphoria, review the written contract and prepare your counteroffer if necessary.

4. Counteroffer Strategies and Arguments

If the offer is low, don't take offense. Negotiate. But don't negotiate from "need" ("I need more money for rent"), negotiate from "value" ("with my experience in X and Y, I will deliver immediate results").

Argue with Value: Your counteroffer must be justified. "According to my research, the market range for this profile with my certifications is X. Since I also bring experience in [additional skill], I believe a salary of Y would be more appropriate." Be firm but polite.

5. Negotiating Beyond Base Salary (Emotional Compensation)

Sometimes the company has a fixed and rigid budget for base salary. Don't give up. There are many other variables you can negotiate that have a huge impact on your quality of life and finances.

Negotiable Variables:

• Signing Bonus: A one-time payment upon joining to compensate for a lower base salary.
• Performance Bonuses: Increasing the variable percentage if you meet metrics.
• Flexibility and Remote Work: Working from home saves money and time.
• Vacation: Negotiate an extra week of paid vacation.
• Training: The company pays for a Master's degree or certifications.
• Social Benefits: Health insurance, company car, meal vouchers or daycare.
• Early Salary Review: "I accept this salary now, but I request a performance review at 6 months to adjust it to X if I meet objectives."

6. Closing and Follow-Up

Negotiation ends when you sign, but the interview process isn't over until you walk out the door or send the last email.

The Offer in Writing: Never give up your current job based on a verbal promise. Always ask for the final detailed offer in writing, with all negotiated points (bonuses, vacation, etc.) included.

The Thank-you Note: It's the detail that makes a difference. Send an email within the next 24 hours after the interview or negotiation. Thank them for their time and reiterate your enthusiasm. This leaves a final impression of impeccable professionalism.

Accepting or Declining with Grace: If you accept, do so with energy. If you decline, do so politely and with gratitude, leaving the door open for the future ("Bridges, not walls"). The professional world is very small.