Salary Negotiation Scripts: What to Say and When
Word-for-word scripts and proven strategies for negotiating your salary in Australia — including when to bring it up, how to handle lowball offers, and what to say about super.
Most Australian professionals leave money on the table because they do not negotiate. Research from SEEK consistently shows that a significant portion of candidates accept the first offer made. Yet the same research shows that the majority of employers expect some negotiation and build flexibility into their initial offers. Here is how to claim what you are worth — without damaging the relationship.
Do Your Research First
You cannot negotiate effectively without data. Before any compensation conversation, gather market intelligence from multiple sources:
- SEEK Salary Insights (seek.com.au/career-advice/salary) — Australia's most comprehensive free salary database
- LinkedIn Salary — see how your target role pays in your city and industry
- Glassdoor — company-specific salary reviews including bonuses
- AHRI, ACS, CPA Australia, and other professional bodies publish industry-specific salary surveys
- Recruitment agencies (Hays, Robert Half, Michael Page) publish annual salary guides — they are free to download
- Ask your network — people are more willing to share salary ranges than you might expect, especially in online communities
Aim to build a salary range rather than a single number. Know your walk-away number (the minimum you will accept) and your target number (what fair market value looks like for your experience level).
When to Raise Salary
Timing matters. Here is the general Australian convention:
- 1.Screening call: If asked for your expectations, give a broad range or defer: "I am open — can you share the range budgeted for this role?"
- 2.First interview: Avoid raising salary here. You are still proving your value. If pushed, repeat the range or defer.
- 3.After an offer is made: This is the ideal moment. You have maximum leverage — they want you.
- 4.Performance review: Come prepared with a list of achievements and market data. This is a separate negotiation from job offer negotiation.
In Australia, government and large enterprise roles often have set salary bands and limited flexibility. However, you can still negotiate starting position within the band, performance review timing, flexible work arrangements, and professional development allowances.
Scripts for Every Situation
When a recruiter asks your salary expectations (phone screen)
Responding to a verbal offer
Negotiating via email (written offer)
When they say the salary is fixed
Handling a counter-offer from your current employer
Superannuation: Do Not Forget to Calculate It
In Australia, the Superannuation Guarantee (currently 11.5% in 2025–26) is paid on top of your base salary by your employer. However, many job ads quote salaries as "inclusive of super" — meaning the super comes out of the advertised amount.
Always clarify: "Is the salary quoted inclusive or exclusive of superannuation?" A job paying $90,000 exclusive of super is worth $10,350 more per year than one paying $90,000 inclusive of super. Use InnoMYLE's salary calculator to compare take-home pay accurately.
- Ask whether the quoted salary is inclusive or exclusive of super
- Include super in your total compensation comparison when evaluating offers
- Some employers offer above-standard super — this is a negotiable benefit worth asking about
- Salary sacrifice into super can be a tax-effective way to increase total compensation
Negotiation Mindset: Key Principles
- Negotiation is expected — most employers will not rescind an offer because you asked politely
- Anchor high but reasonably — your first number sets the reference point
- Never accept on the spot under pressure — always ask for time to consider
- Be collaborative, not adversarial — frame it as working toward a mutual win
- Get everything agreed in writing before you hand in your notice
- Know your walk-away number before the conversation starts