Most candidates walk into salary negotiations underprepared, overthinking, or both. The good news is that negotiating well is less about tactics and more about knowing what you bring, what you want, and how to ask for it without making the conversation feel like a standoff.

Here are six best practices to help you get it right:

1. Lead with excitement and value. Before negotiating, make it clear that you're excited about the opportunity. Then connect your compensation request to what you bring to the role. “I'm really excited about the opportunity and can see myself being successful in this role. Based on the scope of the position and my experience leading similar projects, I was hoping we could get closer to $X. Is there flexibility there?”

DON’T make money your opening line. Responding to an offer with “Can you do better?” can make an exciting moment feel immediately transactional. Show the employer that you're interested in the opportunity...not just the number.

2. Know your market value. Do your homework before the offer arrives. Research compensation for comparable roles, but also consider your experience, location, specialization and the scope of the position. “I've done some research on comparable roles, and based on my experience and the responsibilities of this position, I was targeting something closer to $X.”

DON’T assume your current salary sets your value. Your current compensation is not necessarily the right benchmark for your next opportunity. A new role may carry different responsibilities, expectations or market value.

3. Look at the whole package. Salary is important, but don't overlook bonus opportunities, PTO, retirement contributions, healthcare, flexibility, remote work, equity or other benefits. “I understand there may not be flexibility on the base salary. Are there other parts of the package that we could look at?”

DON’T focus only on base salary. Sometimes the best way to improve an offer isn't another $5,000 in base pay.

4. Make a specific, reasonable ask. Give the employer something concrete to respond to. A specific number is generally more productive than saying you simply want “more.”

DON’T give an ultimatum unless you mean it. There's a big difference between “I'd really like to get closer to $X” and “If you can't give me $X, I'm walking.” Don't create a hard line unless you're prepared to live with the outcome.

5. Know when you have leverage. An offer gives you leverage because the employer has already decided they want you. Specialized experience, competing offers and skills that are difficult to find can strengthen your position.

DON’T manufacture leverage. Don't invent another offer or exaggerate your compensation. A negotiation might last 15 minutes; your professional reputation lasts much longer.

6. Know when to stop. The goal isn't to squeeze every possible dollar out of an employer. It's to reach an agreement you're comfortable accepting. “I appreciate you working with me on this. I’m excited about the opportunity, and if we can get this piece across the finish line, I'm ready to move forward.”

DON’T negotiate just because you think you're supposed to. If the offer already meets your expectations and you're excited about the role, you don't have to counter. Negotiating isn't a requirement. It's a tool.