11 words and phrases to use in salary negotiations

No magic word like "abracadabra" will convince your employer to see things your way, but the right words in your next salary negotiation come close. Yet most U.S. workers never ask: only about a third do (32% of men and 28% of women), per the Pew Research Center.¹ Use these to see a bump sooner than you can say "alakazam."

Key takeaways

• Ground every ask in market research, not a number that sounds nice.
• Frame negotiation as a collaborative process, not an ultimatum.
• Lean on "market," "value," and "similarly situated employees" to build a case.
• Soften direct asks with phrasing like "I would be more comfortable if..."
• Use artificial intelligence (AI) to rehearse, but verify every number.

11 words and phrases to use in salary negotiations

1. "I am excited by the opportunity to work together."

Treat salary negotiation as a collaborative process, not a battle, explains Roy Cohen, career coach and author of The Wall Street Professional's Survival Guide. "Never engage in negotiation as an ultimatum, but rather as a collaborative process," he advises.

2. "Based on my research..."

Do your homework on what your skills are worth. "That shows the other person you've done your homework and know what you're talking about," says David Bakke, Writer/Contributor at Money Crashers. Community members agree. As one Glassdoor Community member shared, "I've found that framing my ask around market research and my unique contributions works best."

3. "Market"

Your market rate is what your role pays elsewhere. If you are making $80,000 but similar jobs nearby pay $100,000, the market says you are underpaid. Pay-transparency laws make that rate easy to look up, and since companies don't want to lose you to the competition, it carries weight.

4. "Value"

Value "refers to what you bring to your employer," says employment attorney Alex Granovsky. Show how you increase revenue or margin. If a new initiative you led earned $100,000, a $5,000 raise sounds far more palatable.

5. "Similarly situated employees"

Forget any advice about not snooping into your coworkers' salaries. "If your position is 'senior account manager' and every other 'senior account manager' is making more money than you, this is something you should explore," Granovsky says. Use tools to see what they're making.

6. "Is that number flexible at all?"

If an employer offers a number below your range, push back with tact. The phrase "[gives] the employer the opportunity to offer more or mention other perks," David Bakke says.

7. "I would be more comfortable if..."

Blunt phrasing like "I need" can turn employers off. Instead, follow this phrase with a specific ask, such as "I'd feel more comfortable if we could settle on a base salary of $75,000." Same request, more finesse.

8. "If you can do that, I'm on board."

Spell out exactly what it would take for you to accept. "You want to make it clear that saying 'Yes' will end the negotiation," says Josh Doody, a salary negotiation coach and author of "Fearless Salary Negotiation."

9. "I would prefer not to leave."

Keep this one in your back pocket for raises. "It is far cheaper to give you a raise than to recruit and train a new candidate," Cohen says. It's risky, though: don't use it without a bona fide offer.

10. "Do you mind if I take a couple of days to consider your offer?"

Play it cool. Asking for time lets you weigh whether the offer is fair and craft a counteroffer, ideally over email.

11. "Thank you."

Manners matter. An employer is far more likely to accommodate someone who shows them respect.

Words and phrases to avoid in a salary negotiation

Knowing what to say is only half the job. Steer clear of these:

• Blunt demands like "I need." They center your circumstances instead of your value.
• Naming an exact number too early. A hard figure can box you in below what the role pays.
• "Take it or leave it" ultimatums. They turn a collaborative process into a standoff.
• Apologizing for asking. "Sorry to bring this up" signals you haven't earned the ask.

How to use artificial intelligence (AI) to prepare your salary negotiation

Artificial intelligence (AI) won't negotiate for you, but it's a useful rehearsal partner. Ask a chatbot to draft your opening ask, then push it to poke holes in your reasoning. Just don't trust it with the numbers: verify any figure against Glassdoor Salaries. As one Glassdoor Community member described it, "It helped me frame my ask in a way that felt natural. It's like having a confidence coach." Want to pressure-test your approach before the real thing? Join the Glassdoor Community to compare notes with other workers, and drop into the Salary Negotiations bowl to see how people are handling their own asks.

Frequently asked questions

How do you respond to "what are your salary expectations?"

Turn it around and ask what range they've budgeted, so the first number isn't yours.

What should you not say in a salary negotiation?

Avoid naming a hard number before your research, since it can anchor the conversation low.

Can you lose a job offer by negotiating?

It's rare. Negotiating respectfully is unlikely to jeopardize an offer, according to Harvard Business Review research.²

How much should you counter-offer?

Base your counter on market data rather than a gut number, within the range the role pays.

Should you negotiate over email or in person?

Email lets you get your wording exactly right; in person builds rapport.

Methodology

1. Pew Research Center, "When negotiating starting salaries, most U.S. women and men don't ask for higher pay," April 5, 2023. Based on a survey of 5,775 U.S. adults (5,188 employed, non-self-employed) via the American Trends Panel.
2. Einav Hart, Julia Bear, and Zhiying Ren, "Research: Negotiating Is Unlikely to Jeopardize Your Job Offer," Harvard Business Review, May 8, 2024.