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Salary negotiation guide

Salary negotiation for career changers in tech

Most career changers underestimate their leverage. Here is a proven negotiation framework — with exact scripts — for landing the salary you deserve.

The mindset shift

Hiring managers expect you to negotiate. Not negotiating is leaving money on the table — and it signals a lack of confidence before you have even started. The offer is not final. It is an opening bid. Companies build room into their offers precisely because they expect a counter. When you negotiate well, you are doing exactly what they anticipated.

Research your market rate first

Collect 5–10 data points before you negotiate. You need a range, not a single number. Use these sources:

1
GlassdoorGlobal, broad role coverage
2
LinkedIn SalaryRole + location filters
3
Levels.fyiTech roles, equity breakdown
4
42 (salary survey)Israel market data
5
Comeet.comIsrael hiring data
6
Ask people in the role'What should someone with my background expect?'

The negotiation sequence

Follow these steps in order. Skipping steps — especially step 2 — makes the conversation feel adversarial when it does not need to be.

  1. 1

    Get the written offer first

    Do not negotiate off a verbal offer. Ask for everything in writing before you respond to anything.

  2. 2

    Express genuine enthusiasm

    Before any number comes up, make it clear you want the role. This is not transactional — you are excited and you want to make it work.

  3. 3

    Anchor high

    Ask for 15–20% above your actual target. Anchoring high gives you room to land where you want. The worst they can say is no.

  4. 4

    Negotiate total comp — not just base

    Bonus, equity, remote flexibility, extra vacation days, and signing bonuses are all levers. Base salary is just one of them.

  5. 5

    Take 24–48 hours to think it over

    Always. Even if the offer is exactly what you wanted. Taking time signals that you are thoughtful and makes the process feel less reactive.

Exact scripts

Use these word-for-word or adapt them to your voice. The goal is to sound warm and confident — not stiff.

Receiving the offer

'Thank you so much — I am genuinely excited about this role and the team. I would love to take some time to review the full offer. Can I get back to you by [day]?'

Counter-offer

'Based on my research and the value I will bring, I was thinking more around [X]. Is there flexibility to get there?'

When they say it is their max

'I understand. Are there other levers — like an extra week of vacation, a signing bonus, or an earlier performance review — that would be easier to move on?'

Signing off

'I really appreciate the conversation and I am excited to join the team. I am looking forward to getting started.'

For career changers specifically

Your prior salary is not a benchmark for tech. The market rate for the role you are entering is the only number that matters. Do not let where you came from cap where you are going.

If asked “What are you currently making?”

‘I am targeting a market rate for this role, which I understand is [range].’

In Israel, asking about your current salary is often legally restricted. You are not obligated to answer. Redirect to the market rate for the role you are applying to — that is the relevant number.

What not to do

These are the most common negotiation mistakes. Every one of them costs people money.

  • ✕Do not Give the first number — let them anchor
  • ✕Do not Apologize for negotiating
  • ✕Do not Accept verbally before seeing the written offer
  • ✕Do not Negotiate over email if you can do it on the phone

Next steps

Know your salary range first

Before you can negotiate confidently, you need to know what the market pays for the role you are targeting. Start there.

See salary guideBrowse role tracks