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Salary Negotiation in 2026

5 min read

Eng Manager

You're on both sides. Know your band. Know when to push for candidates.

Tech Lead

AI skills command premium. If you have them, use them in the conversation.

Tpm

Product + technical + AI = rare combo. Don't undersell.

Salary Negotiation in 2026

TL;DR

  • AI skills and AI-adjacent roles command premiums. Not huge — 10–20% in hot roles. Use it.
  • Always negotiate. First offer is rarely best. "I was expecting X based on my research" works.
  • Justify with: outcomes, market data, unique skills. Not "I need more."

You leave money on the table if you don't ask. Here's how to ask smart.

The 2026 Dynamics

  • AI roles: Companies are paying to fill them. If you have shipped AI features, that's leverage.
  • Remote: Geography still matters. SF/NYC bands are higher. Remote roles often use company HQ as anchor — know which.
  • Layoffs: Some companies are cautious. Others are hiring aggressively. Research the company.

When You Have Leverage

  • Multiple offers. "I have another offer at X. I prefer you, but the gap is Y. Can we close it?"
  • Specialized skills. AI, security, platform — niche = less supply = more negotiating power.
  • They've invested. After several rounds, they want you. Sunk cost (their time) helps you.
  • Leveling up. If they're offering senior and you've been mid, the band is wider. Ask for top of band.

What to Say

Never: "I need more money." Or "That's not enough."

Better: "Based on my research and my experience with [X], I was expecting something in the [range]. Is there flexibility?"

Best: "I'm excited about the role. The offer is a bit below what I've seen for similar positions given [outcomes you've delivered]. Could we explore [specific number or range]?"

Research

  • Levels.fyi, Glassdoor, Blind. Take with a grain of salt — self-reported, can be inflated.
  • Recruiters often know bands. "What's the range for this level?" before you give a number.
  • Know your walk-away. What's the minimum you'd accept? Don't reveal it. Use it to decide.

'I need more money.' Or 'That's not enough.' Defensive. Puts them on the back foot.

Click "Strong ask" to see the difference →

Quick Check

You have an offer. It's below market. What should you say?

Do This Next

  1. Research your role + level — Check 2–3 sources. What's the range?
  2. Prepare your justification — Outcomes. Unique skills. Market data. Write it down.
  3. Practice the ask — Out loud. "I was expecting X. Is there flexibility?" One sentence. Rehearse it.