Most non-native software developers lose €10,000 to €20,000 in salary negotiations before the conversation even begins.

Not because they lack the skill to justify the number. Not because the market will not pay it. Because they say the wrong sentence when the interviewer asks: "What is your salary expectation?"

What most developers say — and what it signals

"I'm flexible." — signals: I do not know my value. "Whatever is fair." — signals: Please anchor for me. "I'm open to your budget." — signals: Offer me the minimum.

These phrases feel polite. They feel appropriately humble. They feel like the safe choice in a second language.

They are also the reason technically excellent developers consistently receive offers below market rate.

Interviewers do not negotiate against your skills. They negotiate against your anchor. If your anchor is zero — "I'm flexible" — they fill the vacuum with the lowest number they can justify.

The developer who changed one sentence

A backend engineer with seven years of experience had reduced his company's infrastructure costs by €150,000 annually. His work was objectively senior. In every interview he said: "I'm flexible on salary — whatever is fair for the role."

He was consistently offered €15,000 to €20,000 below market rate.

We changed one sentence. His next offer came in €18,000 higher than his previous one.

Here is that sentence.

The salary negotiation framework — four steps

Step 1 — Research before you negotiate

Never give a number from your imagination. Give a number from data.

Before every interview check three sources:

Glassdoor — company-specific salaries from real employees Levels.fyi — tech salary data by role and seniority level LinkedIn Salary — location-based ranges for your specific title and city

Find the market range for your role, seniority, and location. Then add 10 to 15 percent to the top of that range. This becomes your anchor.

The reason for adding 10 to 15 percent is simple: they will negotiate down. You need room to move without landing below your actual target.

Step 2 — Give a range, not a number

Never say one number. A single number gives you no negotiation room. A range positions you strategically.

Structure your answer like this:

"Based on market data for [your role] in [city], the range is typically €X to €Y. Given my experience [specific achievement], I am targeting the higher end of that range."

The range does three things simultaneously. It creates negotiation room. It signals that you researched. It positions you toward the top with a justification — not just a wish.

Step 3 — Justify with value, not need

The most expensive mistake in salary negotiation is justifying your number with your personal expenses.

Nobody pays for your lifestyle. They pay for your return on investment.

Instead of: "I need €90,000 because..."

Say: "I have delivered €150,000 in annual infrastructure savings in my current role. I am confident I can deliver similar value here — which is why I am targeting €90,000 to €95,000."

You are not asking for money. You are pricing a service with a documented track record.

Step 4 — The complete sentence, ready to use

"Based on market data for senior [your role] engineers in [city] with my track record, I am targeting €X to €Y. Given my experience — specifically [one specific measurable achievement] — I am looking at the higher end of that range."

Adapt the numbers. Memorize the structure. Say it out loud before every interview — not because the English is difficult, but because salary conversations feel uncomfortable in any language and rehearsal transforms discomfort into confidence.

The math that makes this urgent

Market range: €70,000 to €85,000 You anchor at: €80,000 to €95,000 You settle at: €85,000 to €90,000

If you had anchored at the market range instead: You settle at: €75,000 to €80,000

That is a €10,000 annual difference. For one sentence. Said once. In ninety seconds.

No communication skill has a higher return on investment than this one.

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This article was originally published in Senior Dev English — a weekly newsletter for non-native software developers who want to communicate with the confidence their code already deserves.

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