The Salary Negotiation Equation: Because This is About Equity, Not Just Money
Let’s be clear: for Latinas in tech, salary negotiation is not just about asking for a bigger number, it’s about refusing to let systemic undervaluing of our talent and labor continue.
Tech companies love to celebrate "diversity," but the pay gaps tell a different story. Latinas are still the most underpaid in the industry. We are innovators, engineers, leaders, and creators, but we’re not paid like it.
The system isn’t designed to reward us for advocating for ourselves, but that’s exactly why we must do it anyway, and do it strategically.
How to Negotiate Your Salary From the First Number
If you wait for them to make the first offer, you’ve already given up control. Anchoring is a psychological principle that says the first number thrown out becomes the basis for the rest of the conversation.
Here’s what that means for you as a Latina in tech: Set a number that reflects not only your market value but also the worth you know you bring to the table.
How to Apply Anchoring:
Do the research: Use sites like Levels.fyi, Glassdoor, and Blind to find real data on salaries for your role, in your city, and at that company.
Set your number higher than what you want to land at, because companies rarely accept your first ask.
State it confidently and pause. Don’t justify, don’t explain it away. Let them respond first.
Example:
"Based on my market research and experience, I’m targeting $140K to $150K. How does that align with your compensation range?"
When you anchor high, you force them to negotiate within your range, not theirs.
The Negotiation Equation: Think Beyond Base Salary
Too many Latinas, especially first-gen professionals, are taught to focus only on base salary. But in tech, your total compensation includes bonuses, equity, benefits, and growth opportunities.
Here’s a reminder of what you’re really negotiating:
Total Compensation = Base Salary + Bonus + Equity + Benefits + Career Growth
Questions to ask:
"What is the equity component for this role?"
"What kind of signing bonus is typically offered at this level?"
"Can we discuss options for professional development funding and flexible work arrangements?"
Because if they say no to salary, you can still get thousands more in other areas, and you should.
The 70/30 Rule: Talk Less, Listen More
As Latinas, many of us have been conditioned to explain ourselves, to be accommodating and "polite" when negotiating. But successful negotiators listen 70% of the time and talk only 30% (Harvard Business Review, 2020).
Instead of rushing to fill the silence, ask open-ended questions and listen:
"Can you share how compensation is structured for this role?"
"Where is there flexibility within the total offer?"
"What does growth in this role look like over the first 12 months?"
Information is power. The more you know about their constraints and possibilities, the more leverage you have.
BATNA: Always Have Other Options, Your Power is in the Backup Plan
BATNA (Best Alternative to a Negotiated Agreement) is about knowing your power comes from having choices, whether that’s another job offer, a promotion, or even staying in your current role.
Never negotiate from a place of desperation. Always be interviewing elsewhere, even if you love this role, so that you have leverage.
What to say if you get a lowball offer: "I’m really excited about this opportunity. I do want to share that I’ve received another offer that is higher, and I’d love to see if we can get this aligned with my market value."
This isn’t being “difficult.” This is advocating for yourself in a system that will otherwise underpay you.
Silence Is Your Secret Weapon When You Negotiate Your Salary
Most of us were taught that silence is awkward and uncomfortable, especially as Latinas, when we are expected to be agreeable. But in negotiation, silence is power.
How to use it:
Say your number: "I’m targeting $150K."
Stop. Wait. Let them break the silence.
Silence forces them to respond, often with a better offer than if you kept talking.
The 10-15% Rule: Always Ask for More
Companies expect you to negotiate. Research shows that employers typically start 10-15% below what they’re willing to pay.
So even if the offer looks good, counter by at least 10-15%.
Example: "Thank you for the $130K offer. Based on my research and the role scope, I’d like to explore a base salary closer to $145K. What flexibility is there?"
If you don’t ask, you’re giving up money that others, especially men, are confidently taking.
What to Say When They Say 'We Can’t Go Higher'
Use logrolling to negotiate other benefits.
If they say, "This is the best we can do on salary," that’s when you logroll, you trade for other things:
What else to negotiate:
Signing bonus: "Could we explore a signing bonus to close the gap?"
Equity: "Is there room to increase the equity grant?"
PTO or flexibility: "Would additional PTO or remote work flexibility be possible?"
You’re not greedy. You’re asking for what is fair.
Negotiating as a Latina is an Act of Resistance and Power
As Latinas in tech, we are navigating spaces that were never built for us. Every time you negotiate, you challenge a system that says we should be grateful to be at the table at all.
This is bigger than you, it’s for every Latina coming up behind you, who deserves to see what’s possible when we demand to be paid our worth.
Negotiation is not selfish. Negotiation is justice.
FAQs: How to Negotiate Your Salary in Tech
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Not if you have the data and results to support it. Context matters, but strong candidates have room to ask for more.
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Never accept the first offer. Always counter with a confident, data-backed ask.
You’re Not Just Negotiating for Yourself, You’re Setting a New Standard
Negotiating your salary isn’t selfish.
It’s how we break cycles.
It’s how we stop asking permission.
It’s how we remind this industry: we’re not grateful to be here — they’re lucky to have us.
I’m Dr. Vee, a Latina salary negotiation strategist and coach for Latinas, and I’m here to help you:
Craft your personalized negotiation strategy.
Script your salary ask.
Overcome fears of being "too much" or "ungrateful."
Because you are enough, you are powerful, and you deserve to be paid like it.
If you’re ready to secure the salary and respect you deserve, reach out for 1:1 coaching or join my coaching community.
Let’s change the game, together.