Get Paid What You’re Worth: Winning the Salary Conversation in Dentistry

Whether you’re exploring new opportunities or seeking a raise at your current practice, salary negotiation is a critical skill every dental professional should master. Negotiating your compensation not only reflects your value but also sets the tone for how you’re perceived within a team. It’s not just about the money—it’s about positioning yourself confidently and fairly within the practice.

Know Your Worth Before You Negotiate

Before initiating any negotiation, you need a solid understanding of your market value. Research industry standards for your role in your specific location, and take into account your years of experience, special skills, certifications, and any additional value you bring to a practice. Our 2025 Salary Survey shows that professionals who are well-informed about their worth tend to negotiate more successfully and report higher career satisfaction.

Helpful tips:

• Use industry reports like the DentalPost Salary Survey for current data.
• Factor in cost of living differences if moving to a new city or region.
• Highlight any specialized training, certifications, or leadership roles you’ve held.

Timing Matters: Pick the Right Moment

Timing can greatly influence your negotiation success. When job hunting, salary discussions usually happen after you’ve demonstrated your skills during interviews. If you’re already employed, the best time to ask is during a performance review, after hitting significant milestones, or when new responsibilities are added to your role.

Keep in mind:

• Avoid discussing salary too early in a job interview process.
• During a current job, align your request with business successes you’ve helped achieve.
• If the practice is facing financial hardship, consider delaying your ask or framing it thoughtfully.

Prepare Your Talking Points

Walking into a negotiation unprepared is risky. You should be ready to confidently present evidence of your accomplishments, your contributions to the practice, and your understanding of the market rate for your role. This keeps the discussion factual, not emotional.

Strong talking points to prepare:

• Your individual production numbers or contribution to practice revenue.
• Positive patient feedback or high patient retention linked to your work.
• Initiatives you’ve led (hygiene improvements, case acceptance rates, staff training, etc.)

Be Ready to Discuss More Than Salary

Remember, salary isn’t the only negotiable element. Especially in dental practices where budgets might be tighter, employers may offer other forms of compensation like bonuses, paid continuing education, more PTO, or flexible scheduling.

Possible negotiation options:

• Signing bonuses or annual performance bonuses.
• Paid CE courses, licenses, and certifications.
• Enhanced benefits like 401(k) contributions, vacation time, or flexible hours.

Practice Your Negotiation Conversation

Negotiation is a skill that gets better with practice. Role-play the conversation with a friend, mentor, or career coach so you can refine your tone and delivery. Practicing helps you stay calm, professional, and persuasive when it counts.

Practice tips:

• Use positive language: frame your request around the value you bring.
• Stay calm and professional, even if the conversation is challenging.
• Have a “Plan B” if they decline your request (e.g., schedule a review in six months).

Stay Professional—No Matter the Outcome

Regardless of whether you get exactly what you asked for, keep the relationship professional and positive. Thank the employer for their consideration, and if needed, ask for feedback about what milestones could lead to a future salary review.

Final reminders:

• If accepting an offer, get everything agreed upon in writing.
• If declining an offer, do so graciously without burning bridges.
• Stay engaged and continue proving your value after the negotiation.

Related Content:

Step Up Your Salary: How to Effectively Ask for a Raise

How to Leverage Salary Data to Get a Higher Starting Dental Salary

Negotiating Your Next Dental Salary

4 Tips to Discuss Salary During a Dental Job Interview