Talking about money can feel awkward, especially during a job interview. But salary negotiation is a normal and expected part of the hiring process—and learning how to do it with confidence can significantly boost your career.

Whether you’re applying for your first job in the automotive industry or you’re an experienced technician or service manager, here’s how to negotiate your salary without fear:

1. Do Your Research Beforehand

Before you talk numbers, know your value in the market. Research:

  • The average salary range for your role in your region

  • What similar dealerships or companies offer

  • Your own skills, certifications, and experience

Tools like Glassdoor, Salary.com, or job boards can give you a clear picture of what’s reasonable.

2. Know Your Bottom Line

Decide the minimum salary you’re willing to accept. Factor in:

  • Cost of living

  • Travel/commute

  • Job responsibilities

  • Career growth opportunities

This gives you the confidence to walk away if an offer doesn’t align with your goals or value.

3. Let the Employer Make the First Offer

If possible, avoid naming a number first. Let the employer share their budget. This puts you in a stronger negotiating position, especially if the offer is higher than expected.

If asked for your expectations, try responding with:

“I’m flexible depending on the total compensation package, but I’d be happy to hear your range first.”

4. Be Clear and Confident

Once an offer is made, take a moment. If it’s below expectations, express appreciation and ask for a higher number:

“I’m excited about this opportunity and believe I can bring strong value to the team. Based on my experience and certifications, I was expecting something closer to $XX,XXX.”

Stay professional and calm—negotiation isn’t a fight, it’s a conversation.

5. Look at the Full Package

Salary is important, but also consider:

  • Health benefits

  • Paid time off

  • Bonuses

  • 401(k) match

  • Schedule flexibility

  • Training or certification support

Sometimes a slightly lower salary is balanced by stronger overall perks.

Roleplay your negotiation with a friend or coach before the interview. The more you practice, the more natural it will feel.

Negotiating your salary is not being “difficult”—it’s being professional. Employers respect candidates who know their worth and communicate it clearly.

Don’t be afraid to ask for what you deserve. Your skills have value—own it.