Welcome to “Pressing Questions,” Fast Company‘s new mini advice column. Twice a week, Deputy Editor Kathleen Davis, host of The New Way We Work podcast, will answer the biggest and most pressing workplace questions in less than one minute.

Q: How do I negotiate salary when I get a job offer?

A:  It took me an embarrassingly long time to even realize that I could and should ask for more money when accepting a new job. But, as awkward as it can feel, you don’t get what you don’t ask for.

The first step in any negotiation is to approach the conversation as a collaboration instead of a power struggle. Try statements like “I would love to understand what the opportunity is to get closer to this salary,” or “What is the flexibility in your salary range for this role?”

Those statements open up the conversation rather than shutting it down with a simple yes or no.

And if you do get a no, try setting expectations on a time frame to get to a yes by agreeing on benchmarks that you can reach and check back on in three to six months.

Another important element in any salary negotiation is research. Your first step there is to find out the market salary range for the position—try sites like salary.com or payscale.com. Look to see what people with similar titles in your industry earn (just remember to factor in location and length of experience).

Knowing whether the company is a lead payer or a midmarket or low payer also can inform how much you’re likely to get.

Good luck!