The secret to a successful salary negotiation is not in what you ask, but in how you do it.

Whether you want 10%, 20%, or 50% more than what was offered, you need to make a compelling case for why you’re worth it.

Adam Broda, an Amazon executive and career coach, has spent more than a decade in the recruiting business — and he says one of the most common and costly mistakes people make when recruiting a salary negotiation is asking for a higher salary without explaining the reason. behind their request.

“If you just throw numbers around without providing a logical chain of how you got there, it looks like a money grab,” he says. CNBC succeeds.

You also run the risk of coming across as “inauthentic or selfish,” Broda warns.

“This can potentially give a more negative impression to your potential boss,” he says. “If I don’t understand why you need this money or why it’s important to you, it could be that you’re asking for more because you think you can take advantage of the recruiting team.”

Explaining why you deserves a higher salary makes the conversation more collaborative than confrontational. It also shows the hiring manager that you’re invested in the role and have done your homework, Broda adds.

For example: You might ask for an additional $10,000 to help offset the cost of a longer commute, or to make the salary more in line with the market average for the position.

DON’T MISS: The Ultimate Guide to Negotiating a Higher Salary

Broda recommends providing one or two concrete examples of why the company should invest more in you, and being as specific as possible.

You could mention:

• Years of experience, if you have more than the employer lists as the minimum requirement
• Results you achieved in your previous roles, including revenue you helped generate
• Skills you possess that are in high demand in your field

Referencing estimated salaries in comparable roles, or other industry data, to support your claim is a big game, Broda says.

When employers see data supporting your claim, it becomes clear that you are I’m looking for a fair deal instead. than an excessive increase. This data-driven approach also helps hiring managers justify any raises on their end.

Payscale, LinkedIn, ZipRecruiter and other websites offer free databases showing salaries for different positions in a wide range of industries. You can also chat with people in your network and learn their views on the company, current market salary trends, and your talent.

Ultimately, “hiring managers are on your side in salary negotiations,” says Broda. “We want people to be excited about joining our company and feel good about the offer they receive. The more information we have during a negotiation, the better we can represent your interests.”

Want to earn more money at work? Take CNBC’s new online course How to negotiate a higher salary. Expert instructors will teach you the skills you need to get a bigger salary, including how to prepare and build your confidence, what to do and say, and how to craft a counteroffer. Sign up now and use promo code EARLYBIRD for a 50% introductory discount until November 26, 2024.

Additionally, sign up for CNBC Make It’s newsletter for tips and tricks for success at work, with money and in life.