How to Negotiate a Job Offer: Scripts and a Plan

An offer is the one point in a job search where a few well-prepared sentences can change your pay, title or start date for years. Most candidates accept the first number because the conversation feels risky. It is less risky than it feels. Employers expect a counter, and a respectful, specific one rarely costs an offer.

Step one: do not answer on the spot

When the offer arrives, thank them, confirm you are interested, and ask for a day or two to review the details in writing. You do not have to react to the number in the moment. This is a normal request and it gives you time to do the preparation below.

Say: “Thank you, I am excited about this. Could you send the details in writing? I would like to review them properly and come back to you by [day].”

Step two: prepare your numbers

• Your range. Three figures: the lowest offer you would accept, a realistic target, and an ambitious ask. Base them on the market for the role, level and location, and on what you would give up to take this job.
• Your evidence. Two or three results from your career that map to what this role needs. The counter is an argument, and results are the argument.
• The whole package. Base pay, bonus, equity, benefits, start date, title, remote or hybrid terms, review timing, and anything else that matters to you. Pay is one lever of several.
• Your alternative. Another offer, a current job you can stay in, or neither. Knowing it keeps the conversation calm. Never claim an offer you do not have.

Step three: make the counter

Make the counter once, by phone or video if you can, and follow it with a short email. Open with enthusiasm, state your ask as a specific number, give one or two reasons, and stop talking. Silence after the ask is part of the technique.

Say: “I am very interested in the role. Based on the scope and the results I have delivered in similar work, I was hoping for a base of [number]. Is there flexibility there?”

Words for common situations

They ask for your current salary or your expectations first. “I would rather focus on what the role is worth. What range have you set for it?” If pressed, give a range anchored on the market for the role, with the number you want near the bottom.

They say the salary is fixed. “I understand. If the base is set, could we look at a signing bonus, an earlier review at six months, or additional leave?”

They need an answer now. “I want to give you a real answer. Could I have until [day] so I can decide properly?” A reasonable employer says yes.

You have a competing offer. “I have another offer at [number]. I would prefer to work here. Is there a way to close the gap?” Be accurate about the offer and what it includes.

You want to accept but need more. “I would like to say yes. If we can get the base to [number], I will accept today.” Only say it if you mean it.

After the counter

Get the final terms in writing before you accept, and read the document for what was agreed on the call: base, bonus, start date, title, and any promised review. Accept by email, thank them, and confirm the start date. If the answer is no on every point, you still have a clear decision to make with the real numbers in front of you.

Mistakes to avoid

• Negotiating before you have an offer. Leverage appears when they want you.
• Giving a number, then explaining why it is too high. State it and let them respond.
• Making several rounds of small asks. Make one complete ask.
• Treating it as a fight. The tone is two parties solving a shared problem: hiring you well.
• Accepting verbally and then raising issues. Settle everything first.