In today’s market, workers and employers are ready to make a deal when it comes to job offers. According to research from global staffing firm Robert Half, 55% of professionals asked for more pay with their last employment offer, a 16-point jump from a similar survey released in 2018. Among workers in the 28 U.S. cities polled, Miami, San Diego and San Francisco have the most respondents who tried to negotiate salary, while Minneapolis, Philadelphia and Cleveland have the fewest.

Luckily, 70% of senior managers said they expect some back-and-forth on pay. About 6 in 10 are more open to negotiating compensation (62%) and non monetary perks and benefits (59%) than they were a year ago.

How Professionals Can Prepare for Negotiations

• Research salaries, perks and benefits using retargets like the Robert Half Salary Guides to ensure you have realistic expectations.
• Work with a recruiter who can provide guidance or negotiate on your behalf.
• Remember to look at the full picture when evaluating an offer. For example, a generous benefits package or opportunities to learn and grow with the company may compensate for lower pay.
• Practice discussions with friends or family.

How Employers Can Prepare for Negotiations

• Hiring managers, too, should do their homework, including having knowledge of prevailing salaries in their industry and geographic area. You want your offer to be at least on par with industry standards (and ideally exceed them).
• If you can’t meet a candidate’s salary expectations, look for ways to modify other components of the package, like extra vacation days, tuition reimbursement or remote work options.

Salary negotiations are more successful when both parties come ready and equipped for these discussions.