How to Negotiate Your Salary: Scripts and Strategies That Work

The Negotiation Gap

Studies consistently show that fewer than 40% of job seekers negotiate their salary offer. Among those who do negotiate, the vast majority receive a higher offer. The average negotiation increases starting salary by 5–20%.

Before the Negotiation: Know Your Number

Research market rates: Use Glassdoor, Levels.fyi (for tech), LinkedIn Salary, Payscale, and the Bureau of Labor Statistics to understand the market range for your role, level, and location.

Know your walk-away number: The minimum you'd accept.

Know your target number: What you actually want. This should be at the top of the market range or slightly above — you can always come down, but you can't go up.

When to Negotiate

Never negotiate before you have an offer. If asked about salary expectations early, deflect: "I'd like to learn more about the full scope of the role before discussing compensation. Can you share the budgeted range for this position?"

Always negotiate after receiving an offer. The offer is not final — it's an opening position.

The Negotiation Scripts

Script 1: The Counter-Offer

"Thank you so much for the offer — I'm genuinely excited about this opportunity and the team. After reviewing the offer and researching market rates for this role in [city], I was hoping we could get to [target number]. Based on my [X years of experience / specific skill / achievement], I believe this reflects the value I'll bring to the team. Is there flexibility there?"

Script 2: When They Say "That's Our Final Offer"

"I appreciate you being direct. I'm very interested in joining the team — is there any flexibility on other aspects of the package? I'm thinking about [signing bonus / additional equity / extra vacation days / remote work flexibility / earlier performance review]."

Script 3: Competing Offer Leverage

"I want to be transparent with you — I have another offer at [X amount]. I'm genuinely more excited about this role and your company, but I need to be thoughtful about this decision. Is there any way to get closer to [X]?"

What to Negotiate Beyond Base Salary

If the employer can't move on base salary, negotiate the total package: signing bonus, equity, performance review timing, remote work flexibility, additional vacation, professional development budget, or start date.

Negotiation Mistakes to Avoid

Accepting immediately: Always take at least 24 hours to review any offer.

Giving a number first: Whoever names a number first anchors the negotiation. Let the employer make the first offer.

Apologising for negotiating: "I'm sorry to ask, but..." signals weakness. Negotiate with confidence.

Making ultimatums: Make requests, not demands.

Negotiating multiple times: Make your counter-offer once, clearly.

Forgetting to get it in writing: Once you've agreed on terms, ask for the updated offer letter in writing before giving notice at your current job.

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