Here's the salary negotiation conversation I wish I'd had a decade earlier.

The mistake most people make: accepting the first offer without a counteroffer. Studies consistently show that employers expect negotiation and almost never rescind offers because a candidate asked for more. The downside of asking is near zero. The upside can be tens of thousands of dollars.

What to say when they make an offer you want to negotiate: 'Thank you — I'm really excited about this opportunity. Based on my research and the scope of the role, I was expecting something closer to [X]. Is there any flexibility there?' Then stop talking.

If they say the salary is fixed, pivot to other compensation: signing bonus, equity, additional PTO, work from home days, early review dates. These are often easier to give than base salary because they don't affect headcount budget the same way.

I've negotiated every offer I've received for the past 12 years. The cumulative lifetime earnings difference is probably more than $200,000.