I've extended a lot of offers. So I've watched plenty of people negotiate, both well and badly. Most first-time candidates leave money on the table because they're afraid to negotiate at all. A smaller group overplay their hand and sour the relationship before they start. There's a craft to doing this well, and you can learn it. 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 back and forth. I've built a little room into the first number for exactly that. Candidates who accept right away often leave money on the table. Negotiating well doesn't make me think less of you. If anything, it shows you value yourself. The fear that it will cost you the offer is almost always overblown.

Do your research before you talk numbers

Before any salary talk, know the market. Check Levels.fyi, Glassdoor, Robert Half's salary guide, and LinkedIn salary data. They show the real pay range for the role, your experience, and your area. Walk in with solid numbers and the whole talk shifts. Walk in with no idea what the job pays, and you're flying blind.

Let them name a number first when you can

If they ask your salary expectations early, it's often smarter to learn their range first. You might say: "I'd like to understand the full scope of the role and the range you have budgeted before discussing specific numbers." That keeps you from anchoring yourself too low. If you must give a number, offer a researched range. Put 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. Name the relevant skills, proven results, and specific problems you can solve for them. I respond far better to "given my portfolio and the impact I can have on X, I was hoping for Y" than to "I was hoping for more."

Negotiate the whole package, not just base salary

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

If base salary is truly capped and cannot move, 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 a specific figure. Is there flexibility there?" Then stop talking, because silence is your friend. Let them respond. The candidate who states a clear, reasonable ask and then waits in comfort does better. They beat the one who keeps explaining nervously.

When NOT to push

Sometimes an employer gives you their best offer, explains the real limits, and treats you fairly. Pushing hard past that point can damage the bond you're about to build. Know when you've landed a fair deal, because the goal is a good outcome and a good start, not winning every dollar. I remember the candidates who negotiated with grace, and the ones who fought for every last cent past reason. It shapes how the whole thing begins.

The honest take

So negotiate, because 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 pay. State your ask clearly and then be quiet, but know when you've landed a fair deal and stop there. Done well, negotiation earns you a better start and genuine respect; done poorly or not at all, it costs you. The skill is learnable, and your first AI job is a great place to practice it.

Sources

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