For many professionals, discussing money with a potential employer or even a current boss can feel intimidating. Salary negotiation is often treated as an awkward or uncomfortable topic—something best avoided for fear of seeming greedy, demanding, or ungrateful.
Yet, failing to negotiate can cost you more than just money. It can delay your financial growth and leave you feeling undervalued in your role, says Eunice Victoria, Executive Job Hunt Coach.
As the cost of living rises and job competition intensifies, learning to negotiate your salary has become an essential professional skill. Salary negotiation involves understanding your value, presenting it confidently, and ensuring you’re compensated fairly for the work you do.
Know your worth before you speak
Before entering any salary discussion, understand your market value. This means doing thorough research to know what others in similar roles are earning. In Kenya, platforms such as BrighterMonday, Fuzu, Glassdoor, and LinkedIn Salary Insights offer reliable benchmarks.
You can also consult salary reports from firms, which often release comprehensive pay scale guides across industries. Talking to peers and mentors in your sector helps ground your expectations in reality. The better informed you are, the more confidently you can position your request.
Pick the right time to talk money
Timing your negotiation well is half the battle. If you are negotiating a job offer, wait until you have received a formal offer before discussing compensation. That is when your value has already been recognised, giving you more leverage.
For those already employed, the ideal time to bring up salary is during a performance review, after completing a major project, or when your responsibilities have significantly expanded. Avoid raising the issue during company crises, budget cuts, or internal restructures unless necessary.
Avoid being the first to mention a number
When asked about your salary expectations during an interview, avoid giving a specific figure too early. Instead, try to redirect the question politely. You could say, “I would love to know more about the role and responsibilities before discussing numbers. What range do you have in mind for this position?”
If you must give a range, make sure it is based on your research, and that the lower end is still acceptable to you. Giving a range allows for flexibility while making it clear that you’ve done your homework.
Present your case with confidence
Negotiation is not about begging or being pushy, but clearly showing the value you bring. Be ready to explain why you deserve the figure you are requesting. Share your accomplishments, skills, and impact in measurable terms.
For example, if you streamlined a process that saved your company money or managed a project that led to a 20 per cent increase in sales, say so. Use data, facts, and specific examples. Employers are more likely to respond positively when they can see your value translated into real-world results.
Look beyond the payslip
Salary is just one piece of the puzzle. A compensation package can also include health insurance, bonuses, transport allowances, pension contributions, training opportunities, flexible working hours, or even stock options in some cases.
Sometimes, a company might not meet your ideal salary but could offer appealing non-monetary benefits that compensate for the difference. Consider what matters most to you and be open to creative solutions.
Maintain professionalism
Always approach salary discussions with respect and diplomacy. Your tone matters just as much as your words. You want to communicate confidence, not entitlement.
Instead of making demands, frame your request positively. For instance, “Based on my skills, experience, and the responsibilities of the role, I believe a salary of Sh120,000 would reflect the value I bring.” Stay calm and composed, even if the employer counters with a lower offer. Listen actively and express your openness to a conversation.
Know when to say yes and when to walk away
If the final offer meets your expectations or is within a reasonable range, accept it graciously and thank the employer for their consideration. But if the offer is far below your value and there’s no room for improvement, it is okay to turn it down politely.
Walking away from a low offer may be tough, especially when opportunities are scarce, but accepting a position that underpays you can lead to long-term dissatisfaction and financial strain.
Practice makes perfect
Like any skill, negotiation gets better with practice. Rehearse your pitch with a friend, mentor, or career coach. Practice makes you more articulate and ready for any surprises during the conversation.
Think through different scenarios, what if they say no? What if they counter with a different number? Being mentally prepared makes a big difference when you are sitting across the table from a hiring manager.
A win for you and the company
Ultimately, salary negotiation is not a confrontation. It is a professional discussion between two parties aiming to reach a mutually beneficial agreement. When executed correctly, it sets a positive tone for the working relationship and demonstrates that you value your skills and the company’s success.
Remember, no one will advocate for your worth more than you. So do your research, prepare your pitch, and do not be afraid to ask for what you deserve. Because in the world of work, you don’t get what you are worth, you get what you negotiate.
