How to Ask for Above-Market Pay (and Actually Get It)

Most candidates name a number first — and lose the negotiation before it even starts. The employer always knows the internal salary bands. You don't. Whoever names a figure first sets the anchor and boxes themselves in. Whoever names it second gets to react to information they didn't have before.

Rule #1: don't name a number on the screening call

On the first call, HR will almost always ask: "What are your salary expectations?" This isn't the final negotiation — it's reconnaissance. The right answer sounds something like: "I'd like to understand the scope of the work and the team better first — I'm sure we'll land on a fair number after the technical interview." In most cases that works. If HR insists, name the top of your range plus 15%.

• Research the market ahead of time: Habr Career, Levels.fyi (for international companies), Telegram channels on pay grades.
• Find out what the "compensation package" includes: bonuses, stock options, health insurance, learning budgets — all of it is negotiable.
• Never negotiate from a position of need ("I need more because..."). Negotiate from a position of value ("this matches my experience and the market rate...").
• If the offer works for you — still try: "Is there any flexibility on the base?" The worst answer is no.
• A decision deadline isn't an ultimatum. You can ask for 2–3 days to weigh the offer.

A script for the final negotiation

“"Thank you for the offer — I'm genuinely excited about the opportunity. On the base: given my experience in [specific area] and the market data I've reviewed, the number I'm comfortable with is X. Would it be possible to consider that level?"”

After that line — stay quiet. The pause works for you, not against you. If the company says "no, our ceiling is Y," ask what drives a review in 3–6 months and get it in writing. If they say "we'll see," that's almost always a yes. Negotiating is nothing to be ashamed of: the recruiter expects it and won't pull the offer because you know your worth.

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