In Nigerian culture, we are often taught that it is impolite to talk about money. This mindset, while rooted in a sense of decorum, can be incredibly detrimental when it enters the professional world. We spend weeks perfecting our CVs, hours preparing for interviews, and years honing our skills, only to stumble at the final, most crucial hurdle: the salary negotiation. When the hiring manager asks, “So, what are your salary expectations?” many of us freeze, mumble a number we think sounds “reasonable,” or worse, say the dreaded phrase, “I’m open to whatever you think is fair.” This is not just a missed opportunity; in today’s economic climate, it’s a critical financial mistake.
With the rising cost of living and the constant pressure of inflation on the Naira, learning to negotiate your salary is no longer a “nice-to-have” skill—it is an essential tool for your financial survival and professional growth. Salary negotiation is not a confrontation. It is a business discussion about the value you bring to an organization. It’s a calm, evidence-based conversation where you advocate for fair compensation in exchange for your proven skills and future contributions.
Thinking you are being greedy by negotiating is the wrong mindset. Companies have budgets, and their initial offer is almost never their final offer. They expect you to negotiate. By not doing so, you are potentially leaving a significant amount of money on the table over the course of your career. This guide is a masterclass designed specifically for the Nigerian professional. We will walk you through the preparation, the conversation, and the closing steps to confidently ask for and get the salary you are truly worth, all in Naira.
Phase 1: Before the Conversation – Your Preparation is Your Power
You cannot win a negotiation during the conversation; you win it long before you ever walk into the room. The confidence to ask for what you’re worth comes from meticulous preparation. This is the most important phase of the entire process.
Step 1: Know Your Worth (Do Your Research)
You cannot negotiate effectively if you don’t have a clear, objective understanding of what your skills are worth in the current Nigerian job market. Your feelings or personal needs are not a benchmark; data is. You need to find a realistic salary range for your specific role, industry, and location.
- Use Online Resources: Websites like MySalaryScale, Glassdoor, and Payscale offer salary data for Nigeria. While not always perfect, they provide a good starting point. Look for ranges for your job title in your city (a Marketing Manager in Lagos will earn more than one in Ilorin).
- Talk to People (Discreetly): This is incredibly valuable in Nigeria. Reach out to trusted mentors, former colleagues, or peers in similar roles. You don’t have to ask, “How much do you earn?” Instead, you can frame it as seeking advice: “I’m preparing for a negotiation for a Senior Project Manager role in the tech space in Lagos. Based on your experience, what would you say is a competitive salary range for someone with my five years of experience?”
- Check Job Adverts: Some companies are becoming more transparent and will post a salary range in the job advert. Pay close attention to these as they are real-time data points.
Step 2: Determine Your Three Numbers
Once you have a researched market range, you need to define your personal salary goals. This gives you a clear framework for the negotiation. All numbers should be your gross monthly or annual salary.
- Your “Aspirational” Number: This is the high end of the market range, your best-case scenario. It should be ambitious but still grounded in your research. This is often the first number you will state when asked.
- Your “Target” Number: This is the realistic salary you would be very happy to accept. It’s well within the market range and aligns with your skills and experience.
- Your “Walk-Away” Number (Your Floor): This is your absolute minimum. If the company cannot meet this number after negotiation, you must be prepared to respectfully decline the offer. This number should be based on your financial needs, your other job prospects, and your current salary. Never reveal your walk-away number.
Consider the Full Package: Remember that salary is just one part of your total compensation. In Nigeria, benefits like a pension contribution, comprehensive health insurance (HMO), a 13th-month salary, a company car, or a transport allowance can add significant value. If the company can’t meet your base salary target, you can potentially negotiate these other components.
Step 3: Build Your Case (Gather Your Proof)
A successful negotiation is based on value, not need. You must enter the conversation armed with concrete evidence of why you are worth the number you are asking for. Create a “brag sheet” for yourself.
- Quantify Your Achievements: This is critical. Go back to your CV and list your top 3-5 accomplishments from your previous role. Turn your duties into quantifiable results.
- Example (Accountant): Instead of “Managed company finances,” say, “Successfully identified and eliminated redundant software subscriptions, saving the company over ₦4.5 million annually.”
- Example (Marketer): Instead of “Ran social media campaigns,” say, “Led a targeted Instagram campaign that grew our customer base by 30% and directly resulted in over ₦15 million in new sales in six months.”
- Align with Their Needs: For each of your achievements, be ready to explain how that specific skill or experience will directly benefit this new company and help them solve their problems or achieve their goals.
Phase 2: During the Conversation – The Art of the Ask
With your research done and your case built, you are ready for the conversation itself. The key here is to remain calm, polite, and professional throughout.
When to Discuss Salary
The golden rule is to let them bring it up first and to negotiate only after you have a firm job offer. If they ask for your expectations early in the process (e.g., on an application form or a first call), it’s best to be diplomatic. You can say:
“I’m focused on learning more about the role to ensure it’s a great fit. I’m confident we can agree on a fair salary if we both feel it’s the right match. However, my research indicates that a competitive range for this role in Lagos is between ₦[Lower End] and ₦[Higher End] per month.”
This shows you’ve done your research without locking you into a specific number too early.
The Negotiation Dance
Once they have made you an offer, the negotiation begins. Let’s say they offer you ₦400,000/month, but your target is ₦500,000.
- Express Enthusiasm and Gratitude: Always start on a positive note.“Thank you so much for the offer! I am very excited about the opportunity to join the team and contribute to [Company’s Goal].”
- State Your Counteroffer Confidently (The Ask): This is the moment. State your aspirational number clearly and confidently. Then, immediately back it up with your value proposition.“Based on my research of the market rates for this role and considering the value I plan to bring, particularly my experience in [mention a key skill or achievement], I was looking for a salary closer to ₦550,000 per month.”
- The Power of Silence: After you state your number and your justification, stop talking. Do not get nervous and immediately start lowering your price. Let them respond first. This silence can feel uncomfortable, but it is a powerful negotiation tactic that prompts the other party to speak.
Handling Common Nigerian Recruiter Objections
Be prepared for pushback. Here’s how to handle common responses:
- If they say, “That’s beyond our budget for this role.”Your Response: “I understand that you have budget constraints. Could you share the approved salary range for this position? Perhaps we can explore other aspects of the compensation package, like a performance bonus or an increased transport allowance, to help bridge the gap.”
- If they say, “Our offer is final and based on a fixed salary structure.”Your Response: “I appreciate the transparency. Given that the base salary is fixed, would it be possible to discuss a sign-on bonus or a six-month salary review based on my performance in meeting a set of agreed-upon goals?”
- If they ask, “What is your current salary?”Your Response (deflect politely): “I’d prefer to focus on the value I can bring to this role and the market rate for this position, rather than my previous salary. My research shows that a competitive salary for this level of responsibility is in the range of ₦X to ₦Y.”
Phase 3: After the Conversation – Sealing the Deal
Once you have reached a verbal agreement, the process is not over. The final steps are crucial to protecting yourself.
Get It All in Writing
This is non-negotiable. Before you even think about resigning from your current job, you must have a formal, written offer letter or employment contract that clearly states all the agreed-upon terms: base salary, benefits, start date, and any other negotiated perks. A verbal promise is not a job offer.
Handling a Final “No”
Sometimes, despite your best efforts, the company simply cannot meet your walk-away number. If this happens, remain gracious.
“Thank you again for the offer and for your time. I have truly enjoyed learning more about your company. Unfortunately, I won’t be able to accept at this time, but I wish you the very best in finding the right candidate. I would love to stay in touch for any future opportunities.”
This leaves the door open and maintains a professional relationship. The Nigerian professional world is small, and you never know when your paths might cross again.
Conclusion: From Price-Taker to Value-Creator
Salary negotiation is a skill, and like any skill, it requires practice and preparation. By shifting your mindset from that of a passive price-taker to a confident professional discussing the value of their services, you fundamentally change the dynamic of your job search. You are not asking for a favour; you are aiming for a fair and equitable partnership. Do your research, build your case with evidence, and practice your delivery. The confidence you gain will not only impact your bank account but will also set the tone for a successful and respected career.