I've extended a lot of offers, which means I've watched a lot of people negotiate — well and badly. The truth is that most first-time candidates leave money on the table because they're afraid to negotiate at all. A smaller number overplay their hand and sour the relationship before they start. There's a craft to doing this well, and it's learnable. Here's how, from the side of the table that writes the offer.

First: understand that negotiating is expected

When I make an offer, I expect some negotiation, and I've built a little room into the initial number for exactly that. Candidates who accept the first offer immediately often leave money that was available. Negotiating professionally doesn't make me think less of a candidate — if anything, done well, it signals they value themselves appropriately. The fear that negotiating will cost you the offer is almost always overblown.

Do your research before you talk numbers

Before any salary conversation, know the market. Use Levels.fyi, Glassdoor, Robert Half's salary guide, and LinkedIn salary data to understand the realistic range for the role, your experience level, and your location. Walking in with informed numbers changes the entire dynamic. Walking in with no idea what the role pays means you're negotiating blind.

Let them name a number first when you can

If asked your salary expectations early, it's often better to deflect to learn their range first: "I'd like to understand the full scope of the role and the range you have budgeted before discussing specific numbers." This avoids anchoring yourself too low. If you must give a number, give a researched range with your target near the bottom of where you'd be happy.

Negotiate on value, not need

The weakest negotiating position is "I need more money." The strongest is "here's the value I bring." When you ask for more, tie it to what you offer: relevant skills, demonstrated results, the specific problems you can solve for them. I respond to "given my portfolio and the impact I can have on X, I was hoping for Y" far better than "I was hoping for more."

Negotiate the whole package, not just base salary

Base salary is one lever. There are others, and some are easier for an employer to move on:

If base salary is genuinely capped, these other levers can close the gap.

How to actually say it

Keep it warm, specific, and non-adversarial. Something like: "I'm really excited about this role and the team. Based on my research and what I bring, I was hoping we could get the base to [number]. Is there flexibility there?" Then stop talking. Silence is your friend. Let them respond. The candidate who states a clear, reasonable ask and then waits comfortably does better than the one who keeps justifying nervously.

When NOT to push

If an employer has clearly given you their best offer, has explained genuine constraints, and is treating you fairly, pushing hard past that point can damage the relationship you're about to start. Know when you've gotten a fair deal. The goal is a good outcome and a good start, not winning every dollar. I remember the candidates who negotiated gracefully and the ones who ground for every cent past reason — and it affects how the working relationship begins.

The honest take

Negotiate — most first-time candidates don't, and they leave real money behind. Research the market, let them anchor first when you can, tie your ask to your value, and negotiate the whole package, not just base. State your ask clearly and then be quiet. But know when you've gotten a fair deal and stop there. Done well, negotiation gets you a better start and earns respect. Done poorly or not at all, it costs you. The skill is learnable, and your first AI job is a good place to practice it.

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