Negotiate Your Salary & Benefits Like a Pro

Negotiating your salary is a crucial part of finalizing a job offer. The process of advocating for your value to a company can be daunting, especially if it is your first time having to do so. With an understanding of the process and the right strategies, you can effectively approach any negotiation. 

To help inform students about how to strategize for this part of the recruiting process, the USC Career Center invited Kohl Iverson, Manager of Talent Acquisition at USC Human Resources, to present at our June 2026 Career Bootcamp.

Here are 5 key takeaways from this session.

1. First, Shift Your Mindset

Many candidates feel like negotiating is rude, uncomfortable, or confrontational.
Negotiation is expected. It’s a normal, accepted part of the hiring process. When you negotiate, you’re not being difficult but rather, aligning your value with your compensation. Every single person at this stage of the process has value worth advocating for.
The goal of a good negotiation isn’t to “win.” It’s to find alignment. A good negotiation feels collaborative. A bad one feels confrontational.
Shift your mindset from “I’m asking for more” to “I’m advocating for my value.” That single reframe changes everything about how you show up in the conversation.

2. Timing Is Everything

Salary negotiation happens after you receive a formal offer, not before. When the offer comes in, your first move should be to express genuine enthusiasm before anything else.

Kohl emphasized that while this is the step most candidates skip, it is the most essential. Employers want to know you actually want the job before the conversation turns to money.

A simple opener: “Thank you so much for this offer — I’m really excited about this opportunity and the organization. Would it be possible to discuss the overall compensation package?”

3. What You Say Matters — But How You Say It Matters More

Tone, confidence, and professionalism are essential in delivering a strong negotiation.

A few things to keep in mind:

• Avoid emotional arguments. Stick to data and evidence.
• Use silence as a tool. After making your ask, pause. It’s natural to feel nervous and want to keep talking — but silence gives the other person space to respond and prevents you from undermining your own ask by rambling.
• Stay professional. Remember: the person you’re negotiating with may become your colleague or your manager. Start the relationship on the right foot.

4. Salary Isn’t the Only Thing on the Table

If the salary for a role truly can’t move, the negotiation is not necessarily over.

Additional things you can negotiate for include:

• Remote or hybrid work flexibility
• Additional paid time off
• Signing bonus
• Tuition reimbursement or professional development funding
• Employer-paid certifications

Don’t walk away from a negotiation without exploring all of these options.

5. Know Your Market Value

Your market value isn’t your personal worth; it’s what employers are willing to pay for a specific skill set based on several factors, including your experience level, geographic location, industry demand, and more. If you’re entering the workforce with limited experience, it’s easy to feel like you don’t have much to negotiate with.

• Value drivers that employers recognize beyond years of experience include:
• Internships and volunteer work
• Technical or specialized skills
• Strong communication skills
• Certifications and continued learning
• Your professionalism and reputation

To find your market value, research is essential. The following resources are available to help inform your negotiation:

• LinkedIn Salary Insights
• Indeed’s salary tool
• Glassdoor
• PayScale
• Similar job postings with listed salary ranges: especially useful in states like California, where pay transparency laws require employers to post ranges
• Your Trojan network: don’t underestimate the value of reaching out to USC alumni who’ve been in your shoes

Even if your negotiation isn’t successful the first time, every opportunity to advocate for yourself helps you gain the confidence and experience needed to communicate your professional value.

This post is based on Kohl Iverson’s session at the USC Career Center’s Career and Professional Development Boot Camp. Watch the full panel on YouTube.

Need additional support with your negotiation? Schedule an appointment with a Career Advisor for one-on-one guidance.