How to Negotiate a Job Offer (Scripts and Tactics)
The Moment You Get the Offer: Don't Accept on the Spot
When the recruiter calls with an offer — whether verbal or written — your first move is always the same: express genuine enthusiasm, then ask for time.
Script: "I'm really excited about this — thank you. This is great news. Can I have until [specific date, 48–72 hours out] to review everything carefully?"
You will almost always get it. This time is not optional — it's where you do your research and prepare your counter. Accepting or countering in the moment gives away leverage because you're reacting emotionally, not strategically.
Research Your Number Before You Counter
Your counter needs to be rooted in data, not just desire. Before you respond:
- Check market rates: Levels.fyi (for tech), Glassdoor, LinkedIn Salary, Blind, Bureau of Labor Statistics
- Factor in total comp: base + bonus target + equity value + benefits
- Know your walk-away number: the minimum you'd accept and still be genuinely happy
Your counter should be 10–20% above the offer, or at a specific market-defensible number — whichever is higher. Round numbers suggest guessing. Specific numbers (e.g., $148,000 instead of $150,000) signal research.
The Negotiation Scripts That Work
Counter by phone (preferred)
Verbal negotiation moves faster and builds rapport. Email leaves a paper trail, which can make the back-and-forth feel adversarial.
Script: "Hi [Name], I've had a chance to review the offer and I'm genuinely excited about the role and the team. After researching market rates for this position and level, I was hoping we could get to [specific number]. Is that something you have flexibility on?"
Then stop. Do not fill the silence. The next person to speak is at a disadvantage.
Counter via email (when required)
Some companies prefer written negotiation. Keep it short.
Script:
Hi [Name],
Thank you so much for the offer — I'm very excited about the opportunity to join [Company] and work on [specific thing].
After reviewing the details, I'd like to see if we can get the base to [X]. This is based on my research into market rates for this role and my [relevant experience/skills]. Everything else in the offer looks great.
Is there flexibility on the base?
Looking forward to getting this to a yes.
[Your name]
Short. Positive. One specific ask. No apologies.
If they push back: "That's our best offer"
This is a test of your composure, not necessarily the truth. Recruiters are trained to say this.
Script: "I appreciate that. I want to make this work. If the base isn't flexible right now, is there room on the signing bonus or equity? I want to be here — I just want to make sure we land in a range that sets the relationship up well."
This opens a second negotiating surface without burning the offer. Signing bonuses are often easier to grant than base bumps because they're one-time costs.
If you have a competing offer
This is your strongest lever — use it professionally, not as a threat.
Script: "I have an offer from [Company B] for [X]. I'd genuinely prefer to be here — the mission and team are more aligned with what I want to build. If you can match the number, this is an easy decision for me."
You're giving them information and an easy path forward. That's not hardball — it's clarity.
Timing Rules
- Never negotiate over text. It's too easy to misread tone.
- Never accept verbally before the written offer is finalized. Verbal commitments aren't binding for employers.
- Never give a counteroffer you'd be unwilling to walk away from. If you'll fold at any number, don't pretend you won't.
- Always get the final offer in writing before giving notice at your current role.
What to Do Once They Agree
Express genuine appreciation, confirm the timeline, and ask when you'll receive the updated written offer. Then stop negotiating. Don't go back for "one more thing" — it damages trust.
"That's great news — I'm really excited. When can I expect the updated offer letter? I'd like to make it official as soon as I have it."
Done. Clean. Professional.
Practice This Now
The negotiation conversation is uncomfortable the first time and routine by the fifth. Don't let the actual offer be your first rep.