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How to Negotiate Salary Without Underselling Yourself


How to Negotiate Salary Without Underselling Yourself

Salary conversations can be one of the most nerve-wracking parts of the job search process.


I’ve coached hundreds of professionals—many from federal backgrounds or people navigating a career pivot—and the moment we get to salary negotiation, the same hesitation often shows up:


“What if I ask for too much?”

“I just want them to like me.”

“Maybe I should take whatever they offer—I’m lucky to have an interview.”


Let me be clear: Gratitude and confidence are not mutually exclusive. You can appreciate the opportunity and advocate for your worth.


Here’s how to approach salary negotiations with clarity, professionalism, and strength—without underselling yourself.



1. Do Your Research—Then Anchor High (but Fair)

The most common mistake I see? Going into a negotiation with no number in mind—or one that’s too low.


Before the interview, look up salary data using sites like:



Then filter by location, years of experience, and industry. Don’t just look at averages—see what top performers in that role are earning.


If the range is $80K–$100K, don’t say, “I’m hoping for something around $85K.”Say, “Based on my research and experience, I’m targeting $95K–$100K.”


This is called anchoring—you’re setting a confident starting point while leaving room for them to come in with a fair offer.



2. Don’t Let Your Federal Salary Box You In

If you’re transitioning from a federal role, it’s easy to assume that your current GS level or pay grade should dictate your next salary. But in the private sector, compensation is tied more to impact and results than tenure or pay bands.


Here’s what I tell my clients:

“You’re not negotiating based on what you made—you’re negotiating based on the value you bring.”

If your last role was GS-11, but you’ve managed multi-million-dollar projects, led teams, or delivered quantifiable outcomes, that experience should be factored into your negotiation. Don’t let outdated salary history limit your earning potential in a new space.



3. Know Your Value—and Be Ready to Articulate It

The key to salary confidence? Knowing your ROI (Return on Impact).


Ask yourself:

  • What results have I delivered in past roles?

  • How have I saved money, improved systems, or driven results?

  • What makes me hard to replace?


When you can speak to these with clarity, you become more than a resume—you become a strategic asset.


Example response:

“In my last position, I streamlined our internal workflow, which reduced processing time by 30%. I also led a team that supported over 250 clients across four regions. I’m confident in my ability to bring similar efficiency and leadership here.”

That’s the kind of language that justifies top-tier compensation.



4. Wait for the Right Moment to Talk Numbers

You don’t need to bring up salary in the first interview—unless the employer asks directly. If they do, try this response:


“I’m open to a competitive offer that reflects the responsibilities of the role and the experience I bring. I’d love to learn more about the expectations before getting into numbers.”

This lets you maintain flexibility and gather more information before locking into a range.

Once they’re ready to make an offer, then it’s your time to shine.



5. Ask About the Whole Package—Not Just the Base Salary

Compensation is more than a number. Think:


  • Bonuses or profit sharing

  • Health benefits

  • Retirement match

  • Paid time off

  • Remote work flexibility

  • Professional development stipends


If they can’t meet your target salary, they may be able to increase other components of your offer.


Example:

“While the base salary is a bit below my target, is there flexibility with a signing bonus or professional development support?”

This approach shows maturity, flexibility, and a solution-focused mindset.



6. Practice the Conversation Before You Have It

Confidence in negotiation often comes from preparation. Practice your script out loud, role-play with a coach or trusted friend, and get comfortable with silence.


Yes—silence.


When you counter an offer, say your number—and stop talking. Let them respond. Filling the silence out of discomfort can lead to backpedaling or selling yourself short.



Step Into the Conversation With Confidence

Salary negotiations don’t have to feel like a high-stakes battle. When you lead with preparation, clarity, and a strong sense of the value you offer, you’re not just asking for a number—you’re advocating for what your work is worth.


This is your moment to own your story and speak from a place of confidence, not fear.



Need help rewriting your resume or preparing for your next negotiation?


Because the right role and the right compensation are within reach—you just need the right strategy.

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