Most people accept the first number they are offered. They are relieved to have the job, they do not want to seem greedy, and negotiating feels like confrontation. But declining to negotiate means starting every role below where you could have started — and that gap compounds over years.

Negotiation is not confrontation. It is a professional conversation that employers expect. Here is how to handle it.

Do your research first

You cannot negotiate without knowing what a fair number looks like. Research salary ranges for the role in your country and industry. Talk to people in similar positions. Check job posts that include salary ranges. Go into the conversation knowing your market value — not just what you want.

Do not name the first number

When an employer asks "What are your salary expectations?", a useful response is: "I would love to hear what budget you have in mind for the role before I give a number. I want to make sure we are aligned." This often prompts them to move first, which gives you information to work with.

When you do give a number, go slightly above your target

If you want R25,000 per month, say R27,000–R30,000. This leaves room for negotiation and still lands where you need to. Giving your exact floor immediately leaves you with nowhere to go.

Justify the number

Tie your ask to the market and your experience: "Based on my research and my six years of experience in this area, I was expecting something in the range of..." This frames it as informed and professional, not arbitrary.

Negotiate the full package — not just salary

If the base salary is fixed, ask about annual increases, performance bonuses, remote work flexibility, additional leave, or professional development allowances. These have real value and are often more negotiable than salary.

Get comfortable with the pause

After you make your ask, stop talking. The silence feels uncomfortable, but filling it with nervous justifications weakens your position. Let them respond.

The worst they can say is no. And even then, you know where you stand — and you have shown that you know your worth.