Resource Guide
Five moments, and exactly what to say.
Negotiation gets easier once you're not improvising. Here's real language for the scenarios that come up most.
They ask your salary expectations first
"I'd like to learn more about the role and its scope before landing on a number — what range have you budgeted for this position?"
Why it works: Whoever gives a number first tends to anchor the negotiation. Redirecting the question costs you nothing and often gets them to reveal their range instead.
The offer comes in lower than expected
"Thank you for the offer — I'm genuinely excited about the role. Based on my research and experience with [specific skill/achievement], I was expecting something closer to [target number]. Is there flexibility there?"
Why it works: Lead with genuine enthusiasm so it doesn't read as a threat to walk. Anchor with a specific number, not a vague range, and tie it to something concrete.
You don't have a competing offer
"I don't have a competing offer to point to, but based on market data for this role and my track record with [specific result], I believe [target number] reflects the value I'd bring."
Why it works: You don't need a competing offer to negotiate — you need a specific, defensible reason. Market data and your own results both work.
They say the offer is final
"I understand the base may be fixed — is there flexibility elsewhere, like a signing bonus, additional PTO, or an earlier performance review?"
Why it works: If the number truly won't move, the negotiation can shift to other levers entirely, several of which cost the company less than a base salary bump.
You want to accept but need time to think
"This is great news, thank you. Could I have until [specific day] to review the full offer before confirming?"
Why it works: Always ask for a specific day rather than "a few days" — it signals seriousness and prevents the timeline from drifting.
Three ground rules
- Never negotiate the first offer immediately in the same conversation — take a beat, even 24 hours, to respond thoughtfully.
- Get any verbal agreement confirmed in writing before you resign from your current role.
- Negotiate the total package, not just base salary — bonus, equity, PTO, and start date are all on the table.
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