Talking about pay and offers

Talking about pay feels awkward for most people, but it's a normal part of hiring, whatever stage of your career you're at. Recruiters expect the conversation, and preparing for it makes it much easier. This isn't legal advice.

Research the range first

• Look at job posts for similar roles in your area. Many state a pay range, and in some places employers must include one or share it when you ask.
• Check salary surveys and pay data for your field, level and city, and ask people you trust in similar roles.
• Decide your own range. The bottom of it should be a number you'd genuinely accept.

Companies that write their job posts in Emoti see a check that flags a post with no pay range, though whether to publish one is their decision. If a post doesn't give a range, it's fine to ask the recruiter for it early.

Answer the expectations question

If you're asked early, you can ask first: "Could you share the range budgeted for this role?" If you'd rather answer, give a researched range rather than one number, and say what it's based on: "From what I've seen for similar roles in Berlin, I'm looking at around 75,000 to 85,000 euros base, depending on the full package."

Rules on salary-history questions differ by place. In some places employers can't ask about your current or past pay. Where they can, you can still choose to talk about your expectations instead: "I'd rather focus on what this role is worth. My expectation is..."

Look at total compensation

Base pay is only one part of an offer. Before you compare offers, check:

• bonus or commission, and how it's earned
• equity or shares, and when they vest
• pension or retirement contributions, health insurance and other benefits
• vacation or holiday allowance, other leave and working hours
• remote or hybrid working, travel and relocation support
• the start date, notice period, probation and any signing bonus

Negotiate respectfully

Negotiating is normal, and asking politely is expected.

• Thank them, and say you're excited about the role before you discuss numbers.
• Ask for a specific figure, and say why: market data, the scope of the role or the experience you bring.
• Mention a competing offer only if it's real.
• If base pay can't move, ask about other parts, such as a signing bonus, extra leave or an earlier pay review.
• Keep it to one or two rounds, and stay friendly. You may be working with these people soon.

Decide in advance the lowest offer you'd accept, so you know when to say yes and when to walk away.

Get it in writing

Before you accept, ask for the offer in writing: the title, pay, bonus, equity, benefits, start date and any conditions, such as references or background checks. Read the contract carefully, and don't resign from your current job until you've signed and any conditions are cleared. If anything in the contract worries you, such as a non-compete clause or unusual terms, ask an employment lawyer or adviser before you sign.