Salary Negotiation Guide: Strategies and Scripts
Practical salary negotiation strategies: when to negotiate, how to counter an offer, scripts you can adapt and what to negotiate beyond base salary.
Updated · Editorial policy
On this page15 sections
Quick answer
Negotiate salary only after you have a formal written offer. Thank the employer, ask for time to review, then counter with a specific number backed by market research and your own value. If base pay is fixed, negotiate the rest of the package, and get every agreed term in writing before you accept.
Key takeaways
- Do not name a number in interviews; wait until you have a written offer.
- Open with enthusiasm, then counter with one specific figure rather than a range.
- Back your counter with market data for your role and location, and with your own achievements.
- If base salary is fixed, negotiate equity, bonus, time off, remote work or development budget.
- Get the final terms in a revised offer letter before you resign from your current job.
A salary negotiation is a conversation about the whole offer, not just a number. Timing, research and a clear, specific ask matter more than clever tactics.
Negotiation Timeline
Each stage has one job, and skipping ahead weakens your position.
| When | What to do |
|---|---|
| During interviews | Deflect salary questions and wait for them to name a number first. |
| Offer received | Express enthusiasm, thank them and ask for time to review. |
| Within a day or two | Make your counter-offer with a specific number and your research. |
| Negotiation | Discuss the full package: equity, bonus, benefits and perks. |
| Agreement | Get it in writing with a revised offer letter. |
The Five-Step Negotiation Process
1. Wait for a Written Offer
Never discuss specific numbers during interviews. Wait for a formal written offer.
- Do: deflect salary questions politely, express interest in the role and let them name a number first.
- Don't: share your current salary, give specific expectations or accept a verbal offer.
2. Express Enthusiasm
Thank them and show genuine excitement before negotiating, ideally within a day of the offer.
- Do: show appreciation, say why you are excited and set a positive tone.
- Don't: jump straight to negotiation, sound disappointed or take too long to respond.
3. Make Your Counter
Present a specific number, backed by research, soon after you have reviewed the offer.
- Do: use specific numbers, reference market data and justify the ask with your value.
- Don't: give a range, apologise for negotiating or make demands without justification.
4. Negotiate the Total Package
If base salary is fixed, discuss equity, bonus, time off and other benefits.
- Do: consider the full package, ask about flexibility and prioritise what matters to you.
- Don't: focus only on base salary, accept the first counter immediately or forget benefits.
5. Get It in Writing
Request a revised offer letter with every negotiated term documented.
- Do: review everything carefully, confirm all verbal agreements and ask about anything unclear.
- Don't: accept without written confirmation or resign before you have the final offer in hand.
Salary Negotiation Scripts
Adapt these to your own situation and replace the bracketed placeholders.
When asked about salary expectations in an interview
I'm more interested in finding the right opportunity where I can contribute and grow. I'm confident we can reach a fair compensation package if we're a mutual fit. Can you share the range you have budgeted for this role?
Receiving the initial offer
Thank you so much for the offer! I'm really excited about the opportunity to join [Company] and contribute to [specific project or goal]. I'd like to take 24 hours to review the details carefully. Can we schedule a call tomorrow to discuss?
Making your counter-offer
Based on my research of market rates for this role in [location], combined with my [X years] of experience and [specific skills or achievements], I was expecting something closer to $[specific number]. Is there flexibility in the base salary?
When they say the budget is fixed
I understand budget constraints. Are there other aspects of the compensation package we could discuss, such as the signing bonus, equity allocation, additional PTO or professional development budget?
Closing the negotiation
I really appreciate your flexibility on this. If you can meet me at $[number], I'm ready to accept the offer and start on [date]. Could you send over a revised offer letter with these terms?
Beyond Base Salary: What to Negotiate
Total compensation includes many components, so a fixed base salary does not end the conversation.
| Component | Priority |
|---|---|
| Base salary | High |
| Signing bonus | High |
| Equity or stock options | High |
| Annual bonus | Medium |
| Additional paid time off | Medium |
| Remote work days | Medium |
| Professional development budget | Medium |
| Relocation package | Lower |
Common Negotiation Mistakes
- Negotiating too early. Discussing salary before you have an offer weakens your position. Wait for a written offer.
- Accepting the first offer. Initial offers often leave room to move. Make at least one counter-offer backed by research.
- Giving a salary range. A range can pull the offer toward its lower end. Provide a specific number based on your research.
- Focusing only on base salary. Total compensation includes equity, bonus, benefits and perks. Negotiate the whole package.
- Skipping market research. Without data you cannot justify the ask. Compare several sources such as Glassdoor, Levels.fyi, Payscale and industry reports.
- Being apologetic or aggressive. Both hurt your case. State it directly, with your research and the value you bring.
Frequently asked questions
When should I negotiate salary?
Negotiate after you receive a formal written offer, not during interviews. By then the company has decided it wants to hire you, which gives you the most leverage. Respond promptly, ideally within a day or two, thanking them and asking for time to review before you make your counter.
How much should I ask for in salary negotiation?
Ask for a specific figure grounded in market data for your role, location and experience, rather than a range. A range can pull the offer toward its lower end. Pitch your number toward the upper end of what the research supports, and be ready to explain it with your skills and achievements.
What if the employer asks about my salary expectations during the interview?
Deflect politely: 'I'm more interested in finding the right opportunity where I can contribute and grow. I'm confident we can reach a fair compensation package if we're a mutual fit.' You can ask what range is budgeted for the role. If pressed, give a wide range based on market research and say you are open to discussing the full package.
Can negotiating salary hurt my chances of getting the job?
A polite, professional counter is a normal part of the process, and most employers are used to it. Keep the tone positive, focus on your value and market rates, and avoid ultimatums.
What if they say the offer is non-negotiable?
It is sometimes a tactic, so ask about other parts of the package: 'I understand the base salary is fixed. Is there flexibility in the signing bonus, equity or start date that could help bridge the gap?' If nothing is flexible, you will at least know you tried and can decide with full information.
Written by the Woberry Editorial Team
We research each guide from primary sources where we can, name the source for every statistic we quote, and review, fact-check and edit every draft before it is published. We update a guide when the advice or the underlying data changes.
Read our editorial policy