When it comes to landing your next career opportunity, one of the most important—and often most intimidating—conversations is about salary. But here’s the truth: negotiating your compensation isn’t about being demanding, it’s about advocating for your value. At WayPoint Consulting Partners, a firm that serves seasoned financial services and insurance professionals, one of the key advantages we offer candidates is handling those often-uncomfortable salary conversations. We act as advocates, using proven strategies to ensure each candidate is positioned for the best possible offer—while keeping the conversation professional and aligned with market value. That’s why this blog shares proven methods we’ve used for years to help candidates navigate salary conversations. The next time you prepare to discuss compensation with a hiring manager, consider applying these five negotiation tips to approach the conversation with greater confidence, clarity, and control.

"If you’re not currently working with a recruiter, you could be missing out on valuable strategic support." Kari Ellis

5 Negotiation Strategies

1. Know Your Worth

Do your homework. Research salary ranges for similar roles in your region and industry. Use resources like Glassdoor, Payscale, LinkedIn, or industry-specific reports to understand what’s competitive. Knowing your value gives you a confident starting point.

2. Time It Right

Don’t bring up salary in the first conversation. Focus on showcasing your value first. The best time to discuss compensation is after you’ve demonstrated all the ways you can help the organization prosper.

 

3. Consider Total Compensation

Salary is just one piece of the puzzle. If the base pay isn’t exactly what you hoped for, consider total compensation before making a decision. Great health benefits, 401(k) matching, flexible work arrangements, generous PTO, or the ability to work remotely may offset a lower salary and support your lifestyle and long-term goals.

4. Stay Flexible, But Firm

Approach negotiation as a two-way conversation, not a confrontation. Be clear about what you’re looking for, but also express openness. You might say: “I’m really excited about this opportunity. Based on my research and experience, I was hoping for something closer to [desired range]. Is there flexibility here?”

5. Know When to Say Yes (or Walk Away)

If an offer checks most of your boxes and aligns with your values and career path, it might be worth taking. On the flip side, if the offer doesn't reflect your value and there’s no room for movement, it’s okay to politely decline. The right opportunity will align with both your goals and your worth.

Timing is Everything

Avoid discussing compensation until the hiring authority has expressed clear interest in moving forward. When the time is right, frame the conversation around the total compensation package—this includes not just base salary, but also bonuses, stock options, travel stipends, benefits, 401(k) contributions, training opportunities, relocation assistance, and retirement plans for example. If asked about salary expectations, don't feel obligated to share your past salary. A good response would be to share that you are "currently exploring career opportunities in the range of $95K - $100K" for example. When stating a number, aim slightly higher than your salary objective (room for negotiation if needed). Should the initial offer fall short, don’t hesitate to respond with a counteroffer. Whenever possible, negotiate in person—body language and tone can reveal intent. If negotiating your salary feels uncomfortable, stay positive and view each conversation as a chance to grow, build confidence, and better advocate for your future. Negotiating is a skill—and like any skill, it improves with practice.