Many job applicants are taking a seat at the bargaining table, new research from global staffing firm Robert Half shows. In its newest national survey, more than half of professionals polled (54%) said they tried to negotiate a higher salary with their last employment offer.

According to the survey, men and employees making more than $100,000 per year were most likely to negotiate. Two-thirds of men surveyed (66%) asked for more money, versus 46% of women. Among professionals earning more than $100,000, 64% of this group said they had negotiated for a higher salary. 

Of those who didn’t request a higher salary, 55% said it was because they were happy with the amount proposed. The online survey results are based on responses from 2,800 workers employed in office environments, and more than 2,800 senior managers at companies with 20 or more employees in 28 major U.S. cities.

In the separate survey of managers, more than one-third of respondents (35%) said they typically discuss pay with job candidates during the first in-person interview, while 20% wait for the second meeting, and 15% bring it up when making the job offer. Thirteen percent talk about compensation during the initial phone or video screening.

“Job seekers should always be ready to negotiate salary with prospective employers,” said Paul McDonald, senior executive director of Robert Half. “Professionals can enlist a recruiter to negotiate on their behalf and research market rates to strengthen their case for higher pay.”

Companies also need to regularly evaluate how their compensation packages stack up against their competition, McDonald said. “Workers care about their paychecks, but benefits and perks like vacation time, flexible scheduling and professional development options also weigh into their decisions,” he said. 

For additional information on hiring and compensation, download the Robert Half 2020 Salary Guides.