Know your Worth: A Guide to Salary Negotiation
Confidently Research. Strategically Negotiate. Thoughtfully Decide.
A resource by CORE | Career & Professional Development at Augustana College
📊 Step 1: Research the Salary Landscape
Before entering into any salary negotiation it is critical to have the right information and framework.
Understand the Business Climate
Learn all you can about pay ranges and standards for the industry you are pursuing
Explore:
Understand the Company Climate
Research salary ranges and benefits for the specific organization.
Connect with Augustana College alumni who work at the same organization you are pursuing. Make an introduction, learn more about what they do, and see if they are willing to share pay ranges for the position you might be considering.
Understand Your Market Value
Find salary ranges for people with similar skills and experience and who are working in the same position, industry, and location
💰 Step 2: Prepare to Negotiate
📑 Salary Rationale Table
Use your research to fill in a rationale table comparing:
- Business Climate
- Company Climate
- Market Value
- Your Personal Budget
Salary Rationale Table
Customize the following table to your needs and use it to prepare for a job offer or salary negotiation discussion. Base your inputs on thorough research of reliable sources. Have this available during your conversation for reference.
| Source | Job Title | Industry | Location | Median Salary | 10th Percentile | 90th Percentile |
| PayScale | Customer Service Rep | Insurance | Chicago, IL | $37,000 | $31,000 | $52,000 |
| Glassdoor | Customer Service Rep | Insurance | Chicago, IL | $47,000 | $36,000 | $55,000 |
📌 Tip: Track your budget using Why You Need a Budget to set realistic salary goals.
🎤 Step 3: Answering Salary Questions in Interviews
When asked, “What are your salary expectations?” try these responses:
- Defer: “I’d prefer to learn more about the position before discussing salary.”
- Redirect: “Based on my research, I understand the range is between $X and $Y. Is that accurate?”
- Toss back: “Can you share the salary range budgeted for this role?”
💬 Step 4: Master the PRO Negotiation Approach
The further you move through the interview process, the more likely you are to hold the interest of an employer. Once you have an offer, you hold the most power in salary negotiation.
Once you receive and offer or begin discussion about salary use the following framework.
Proposal: “I would like to further discuss the salary for this position.”
Rationale: “According to the research I conducted on the industry, organization, and market value, I was anticipating the salary to be $3,000 to $5,000 higher.”
Options: “Since the salary is locked in at X, could we explore the possibility of bridging the gap in other ways?
Customize the following table to your needs and use it to prepare for a job offer or salary negotiation discussion. Base your inputs on thorough research of reliable sources. Have this available during your conversation for reference.
Compensation/ Benefit Negotiation Table
| Compensation/ Benefit | Offer | Goal What do you want? | Rationale Why do you deserve it? | Options What similar options might there be? | Walk-away point What can you live with? |
| Base Salary | $45,000 | 2 internships and on campus job as graphic designer | $40,000 | ||
| Paid Time Off (PTO) | 2 weeks plus 1 day/week remote | Hard working, meets goals | Flex time/comp time when earned | Offer as-is | |
| Medical Benefits + Cost | Begins immediately, not more than $300/month | $2000 if out of pocket prior to medical kicking in | $2000 sign on bonus to cover medical insurance | Offer as-is | |
| Moving Expenses | $2000 | Making it easier to meet start date | $2000 sign on bonus to cover moving costs | Offer as-is |
| Compensation/ Benefit | Offer | Goal What do you want? | Rationale Why do you deserve it? | Options What similar options might there be? | Walk-away point What can you live with? |
| Base Salary | |||||
| Paid Time Off (PTO) | |||||
| Medical Benefits + Cost | |||||
| Moving Expenses |
🧭 Step 5: Plan Your Negotiation Meeting
📝 Negotiation Meeting Agenda
- Set Positive Tone
- Express enthusiasm and gratitude
- Reaffirm your value
- Highlight two areas for discussion
- Discuss & Resolve Ways to Bridge the Gap
- Ask open-ended questions
- Explore alternative options
- Close the Deal
- Ask for a final offer in writing
✅ Final Step: Accept the Offer (or Walk Away)
Once you’re satisfied:
- Confirm next steps, including start date and onboarding
- Accept the offer with professionalism and enthusiasm
👋 Meet With a Career Coach
Have questions about salary negotiation? Make an appointment with a CORE Career Coach to practice your conversation and build confidence.