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Wondering if you should negotiate your salary? Or feeling unsure about how to start the conversation? You're not alone. Since salary plays a big role in job satisfaction and motivation, it's natural to want a number that reflects your true value.
To increase your chances of success, it's important to understand the right timing and set realistic expectations.
In this article, we’ll share practical tips to help you navigate salary negotiations — from knowing when to bring it up and calculating your ideal salary to communicating your value effectively.
Is it okay to negotiate salary when changing jobs?
In short, yes — if the salary offered doesn’t align with your skills and experience, it’s reasonable to negotiate. The key is to logically demonstrate your value to the company using market data and your past achievements. Presenting clear evidence strengthens your argument during negotiations.
However, timing and approach are crucial. Poorly timed or poorly presented negotiations can hurt your reputation. Always prepare concrete data and evidence to support your case, and keep in mind that salary negotiations don’t always result in an increase. Staying calm and respectful throughout the process is essential.
About 40% of people see a salary increase after changing jobs
According to Japan’s Ministry of Health, Labour and Welfare’s 2023 Employment Trends Survey, 37.2% of people who switched jobs saw their salary increase, 32.4% experienced a decrease, and 28.8% saw no change. The 2024 data showed a slight increase, with 40% seeing a salary rise.
The same survey revealed that "low salary" ranked as the second most common reason men changed jobs and the third most common reason for women. Since salary plays a significant role in attracting top talent, negotiating a salary that matches your skills is entirely reasonable.
Why salary negotiation is less common in Japan
While 40% of job changers experienced a salary increase, salary negotiations themselves are less common in Japan than in other countries. Cultural norms and workplace traditions play a role in this.
In Japan, modesty and humility are highly valued, making people hesitant to initiate salary discussions. Additionally, Japan's traditional employment systems, like lifetime employment and seniority-based pay, have historically discouraged salary negotiations.
However, as these traditional systems shift, it’s becoming increasingly important to negotiate a salary that reflects your skills, experience, and market value. Salary is a reflection of your contribution, and ensuring fair compensation can improve job satisfaction and motivation.
Salary negotiations can also help create a more balanced relationship between you and your employer. By clearly expressing your expectations, you can foster a working environment that better suits your needs. In Western countries and China, salary negotiations are more common, especially when joining foreign-affiliated companies — so don’t hesitate to explore this option when switching to a global firm.
Best timing for salary negotiations
Timing is key when negotiating salary. Here’s the best timing for both job changes and your current role:
When changing jobs
The ideal timing for salary negotiations is when the interviewer asks about your salary expectations. If there’s an offer meeting after your job offer, that’s another appropriate moment.
Bringing up salary too early, like during a first or second interview, can make you appear overly focused on money. However, if the interviewer asks about your expectations, it’s okay to share your desired salary.
Once you’ve submitted your signed offer letter, you’ve essentially agreed to the company’s terms, so ensure you’ve negotiated before that point.
In your current role
For your current job, the best times to negotiate salary are:
During performance reviews: If you’ve received positive feedback in your evaluation, it’s a great opportunity to discuss salary since your achievements have been acknowledged.
After achieving major milestones: When you’ve achieved significant results, such as boosting sales by 150% or significantly growing social media engagement, it’s an ideal time to discuss a raise.
When you’ve been promoted or taken on greater responsibility: With increased responsibilities, your contributions are likely to grow, giving you strong grounds for a salary increase.
How to determine a reasonable salary
To negotiate successfully, you need to present a reasonable salary figure backed by facts. Here's how to determine what to ask for:
Understand how salaries are calculated
Companies typically set salaries based on several factors, including:
Internal pay structures
Position and responsibilities
Individual skills, experience, and achievements
Previous salary
Since salary frameworks vary, researching job postings for similar roles can help you gauge a reasonable range. Senior roles and specialized positions generally command higher salaries.
Research industry standards
Check out the latest Salary Guide
Industry benchmarks are another key reference point. Salaries can vary significantly based on company size, location, and demand for your skill set. If your current salary is below industry standards, there may be room to negotiate.
For up-to-date salary insights across industries such as technology, accounting, finance, HR, and supply chain, check out Robert Half’s Salary Guide.
Tips for successful salary negotiations
Here are essential tips to improve your chances of a successful salary discussion:
Know your company’s pay structure: Understanding how your employer determines salaries helps you set realistic expectations.
Do your market research: Learn the average salary for your position in your industry to make a strong case.
Present clear evidence: Reference your achievements, skills, and industry data to justify your desired salary.
Consider benefits too: If negotiating salary alone feels uncomfortable, focus on other perks like bonuses, allowances, or flexible working arrangements.
Be confident yet professional: Confidence is key, but aggression can backfire. Present your case firmly but respectfully.
Example phrases for salary negotiation
Salary discussions can feel intimidating, but being prepared with the right language can help you approach the conversation with confidence. Whether you're inquiring about salary expectations, stating your desired pay, or responding to an offer that’s lower than expected, clear communication is key. Below are some professional yet impactful phrases to help guide your negotiation.
When asking about salary ranges before stating your own expectation
“Could you tell me the salary range for this role?”
“What’s the typical salary range for someone in this position?”
When sharing your desired salary
"Based on my experience and current market trends, I believe a salary in the range of ¥[desired salary] to ¥[upper range] would be appropriate. I'm also open to discussing the full compensation package.
"Considering my achievements — such as increasing sales by 30% and driving ¥[revenue growth] in additional revenue — I believe a salary in the range of ¥[desired salary] would reflect my contributions and expertise."
When the offered salary is lower than expected
"Thank you for the offer. Based on my experience and the value I bring, I was hoping for something closer to ¥[desired salary]. Would you be open to further discussion?"
"I really appreciate your offer. While I’ve received another opportunity closer to ¥[desired salary], I'm genuinely excited about this role and your team. I'd love to explore potential ways we can align on compensation."
When to walk away from salary negotiations
If negotiations don't result in a fair offer, sometimes the best move is to walk away. If the company believes their offer is fair and refuses to budge, pushing too hard may damage your relationship with them.
In some cases, the company’s financial constraints may limit salary adjustments despite recognizing your value. If that’s the case, staying in your role and positioning yourself for a future raise may be the better option.
Why should you use a recruitment agency for salary negotiations?
Recruitment agencies can be a game-changer when it comes to salary negotiations. They have in-depth knowledge of salary trends, industry benchmarks, and employer expectations. Agencies often know which companies are more open to salary discussions and can advocate on your behalf, making the process less stressful. If you're feeling unsure about how to approach salary negotiations, partnering with a recruitment agency can boost your confidence and improve your chances of securing a salary that reflects your skills and experience.
Submit your resume
Salary negotiation is an important step in ensuring your compensation reflects your skills, experience, and value to the company. By understanding the right timing, researching industry benchmarks, and confidently presenting your achievements, you can enter these conversations with clarity and purpose.
If you're unsure where to start or would like expert guidance, consider partnering with Robert Half. Our consultants have extensive industry knowledge and can provide valuable insights to help you navigate salary discussions with confidence.
