How to Negotiate Salary in 2026: A Practical Guide for Canada and the USA

Negotiating a job offer is worth doing, and most people skip it. In a 2023 Pew Research Center survey of US workers, most said they did not ask for more pay than first offered the last time they were hired; 32% of men and 28% of women said they did ask. Of those who asked, 28% got the pay they asked for, 38% got more than the original offer but less than they asked for, and 35% got only the original offer. Pay transparency laws in several US states and Canadian provinces now put a pay range in many job postings, so you can walk in knowing what the employer expects to pay.

Before the Offer: Do Your Research First

Good negotiation starts before you apply. Know your number going in:

• Read the pay range in the posting. Many places now require one. In Canada, Ontario (employers with 25 or more employees, since January 1, 2026) and British Columbia require pay in public job postings. In the US, Colorado requires it, as do California and Washington for employers with 15 or more employees and New York State for employers with 4 or more. On LANDTHATROLE, salary is shown wherever the employer lists it.
• Compare several sources. Look at posted ranges for similar jobs in the same city, and at crowd-sourced data such as Levels.fyi (for tech) and Glassdoor. One number isn't reliable. Several that agree give you a range you can defend.
• Pick a specific target. Know the number you want and the lowest offer you would accept. If you give a range, expect the employer to focus on its low end, so make the bottom of any range a number you're happy with.
• Check take-home pay. For jobs in Canada, the Canadian Tech Salary Guide shows pay ranges from job postings by role and city, and the take-home pay calculator shows what a salary means after tax in each province.

During the Interview Process: What to Say at Each Stage

1. You don't have to share your current salary. In British Columbia, California and Washington, employers can't ask applicants about their pay history. Elsewhere you can still decline politely: "I'd rather focus on this role. I can share what I'm targeting."
2. When asked for your expectations early, ask for the range. "I'm still learning about the full scope of the role. Could you share the budgeted range?" If the posting lists one, confirm it: "The posting lists $X to $Y. Is that still the range?"
3. Let them name a number first when you can. If you name a figure below what they budgeted, you've lowered the ceiling before the negotiation starts. When a range is posted, anchor to it.

When the Offer Arrives: The Exact Framework

1. Thank them and show you want the job. "Thank you. I'm excited about this role and the team." Starting on a positive note keeps the conversation cooperative.
2. Ask for time. "Could I have a day or two to review the full offer?" This is a normal request, and it lets you decide calmly instead of on the spot.
3. Counter with a specific, market-based number. "Based on the posted range and market data for this role in [city], I was expecting something closer to $[number]. Is there flexibility?" Base your case on market data and your experience, not on personal expenses.
4. If base pay is fixed, negotiate the package. Ask about a signing bonus, equity (RSUs or options), extra vacation, remote work, the start date or an earlier salary review.

Using Ontario's Salary Transparency Law in Negotiations

Since January 1, 2026, Ontario employers with 25 or more employees must include the expected pay, or a pay range, in publicly advertised job postings. A posted range can be no more than $50,000 a year wide, and the rule doesn't apply to jobs paying more than $200,000 a year, according to Ontario's guide to the Employment Standards Act. For more detail, see our guide to Ontario's salary transparency law. The same approach works with posted ranges in B.C. and in US states that require them:

• If the offer is below the posted range: "The posting listed $X to $Y. Can you help me understand why this offer is below that?" A below-range offer deserves an explanation.
• If the offer is at the bottom of the range: "Given my experience with [the main requirements], I'd expect to be in the upper half of the posted range. Can we get to $[number]?" You're using the employer's own published numbers.

When They Say "Best and Final"

Sometimes it's true, and sometimes it's a tactic. A professional response: "I understand. If base pay is fixed, is there any flexibility on [signing bonus / equity / vacation / remote work]?" If nothing in the package can move and the gap matters to you, you have a real decision to make, and it's better to make it before you accept.

Frequently Asked Questions

Will negotiating salary hurt my chances of getting the job?

Negotiating is a normal part of hiring for professional roles, and a polite, specific counter is the standard way to do it. Thank them, show you want the job, and base your number on market data. If the posting or offer says pay is fixed, ask about other parts of the package instead.

How much should I ask for above the initial offer?

There's no standard percentage. Base your counter on market data: the posted range, ranges for similar jobs in the same city, and how your experience matches the job's requirements. "Similar postings in Toronto list $X to $Y, and I meet all of the listed requirements" is more persuasive than asking for a percentage increase.

Should I disclose a competing offer when negotiating?

Yes, if it's real. A competing offer is a legitimate reason to ask for more. Never invent one: if the employer asks for details, you can lose their trust and the offer.

Is salary negotiation different in Canada vs the USA?

The approach is the same, but the rules differ. Ontario (employers with 25 or more employees, since January 1, 2026) and British Columbia require pay in public job postings, and B.C. bars employers from asking about your pay history. In the US, Colorado, California, Washington and New York State require pay ranges in postings, and California and Washington bar salary history questions. Taxes also differ by province and state, so compare take-home pay, not just gross salary, when offers are in different places.

Next Step

Before your next offer conversation, look at what employers are posting for your role. Browse tech jobs in the United States or tech jobs in Canada, where salary is shown wherever the employer lists it, and see our hiring report for how many Canadian postings include pay.