The Salary Negotiation Script That Works

The Reality: Most People Don't Negotiate

Here's a stat that should motivate you: only 39% of people try to negotiate their salary, but 84% of those who do get more money. Negotiating isn't rude or greedy—it's expected.

Before the Negotiation: Do Your Research

You can't negotiate effectively without market data.

Salary Research Sources

Glassdoor Salary: Company-specific salary data
LinkedIn Salary: Industry and location benchmarks
Levels.fyi: Particularly strong for tech roles
PayScale: Good for general market rates

Determine Your Range

Calculate three numbers:

Target: The realistic outcome you'd be happy with
Best case: The high end of market rate for your experience
Walk-away point: The minimum you'd accept

The Initial Offer Call

When you receive an offer, never accept or negotiate on the spot.

Script: Receiving the Offer

"Thank you so much for the offer—I'm genuinely excited about the opportunity. I'd like to take some time to review the full package. When do you need a decision by?"

This buys you time and shows you're thoughtful about decisions.

The Counter-Offer Script

After reviewing the offer, schedule a call to discuss. Here's the framework:

Step 1: Express Enthusiasm

Start positive. You want them to know you want this job.

"I'm really excited about this opportunity and can see myself contributing to [specific project/goal]. After reviewing the offer, I'd like to discuss the compensation."

Step 2: State Your Ask

Be specific and confident. Use research to back up your ask.

"Based on my research and conversations with others in similar roles, I was expecting something in the range of [X to Y]. My experience with [specific skill/achievement] and the value I can bring to [specific project] makes me confident I can deliver at that level."

Step 3: Wait

This is the hard part. After making your ask, stop talking. Let them respond. Silence is uncomfortable, but it's powerful.

Handling Common Responses

"That's outside our budget"

"I understand budget constraints. I'm really interested in making this work. Are there other parts of the package we could adjust? I'm thinking about things like signing bonus, equity, or additional vacation time."

"Let me check with my manager"

"Of course. I appreciate you advocating for me. When can I expect to hear back?"

"This is our final offer"

Probe to see if it's truly final:

"I appreciate you being direct. Before I make a decision, can you help me understand—is there any flexibility on [specific element], or is the entire package fixed?"

"Why do you think you deserve more?"

Be ready with your value proposition:

"My experience with [specific skill] directly addresses [company challenge]. At my current company, I [specific achievement with numbers], and I'm confident I can bring that same impact here."

Negotiating Beyond Salary

If salary is truly fixed, there's still room to improve your package:

Items to Negotiate

Signing bonus: Often easier to approve than salary increases
Equity/stock options: Ask for more shares or better vesting terms
Start date: If you need time, ask for it
Vacation days: Some companies are flexible here
Remote work flexibility: Hybrid arrangements or fully remote
Professional development: Conference budget, training programs
Title: Sometimes costs the company nothing but matters for your career

Script for Non-Salary Items

"I understand the salary is firm. Would the company be open to discussing a signing bonus to help bridge the gap? Or perhaps additional equity?"

When They Match Your Ask

If they agree to your counter, confirm in writing immediately.

"Thank you so much—I'm thrilled to accept. Could you please send an updated offer letter reflecting these terms? I'd like to have everything in writing before I give notice."

Real Negotiation Examples

Example 1: First Counter

Offer: $85,000 Your research shows: $90,000-100,000 is market rate

"I'm excited about the offer and ready to move forward. However, based on my research and the scope of this role, I was expecting something closer to $95,000. Is there flexibility in the budget?"

Outcome: They meet you at $92,000

Example 2: Multiple Levers

Offer: $120,000, 0.1% equity, 2 weeks vacation They say salary is fixed

"I understand the salary is set. Would you be able to increase the equity grant to 0.15% to reflect the market rate for this level? Additionally, given my seniority, I'd like to start with 3 weeks of vacation."

Outcome: 0.12% equity and 3 weeks vacation

Critical Mistakes to Avoid

Accepting too quickly: Always take time to review
Apologizing: "I'm sorry to ask, but..." undermines your position
Lying about other offers: It can backfire badly
Making it personal: Focus on market rates and value, not personal needs
Forgetting to get it in writing: Verbal agreements aren't binding

The Mindset Shift

Remember: you're not asking for charity—you're discussing the fair market value of your work. The company has already decided they want you. This conversation is about finding terms that work for both parties.

Negotiate every offer. The worst they can say is no, and you'll still have the original offer.