How to negotiate salary: the exact words for a job offer

To negotiate salary on a job offer, wait for the number in writing and thank them. Then counter with one specific figure near the top of the market range, plus the reason it's fair. Then stop talking. If base won't move, ask for a sign-on bonus, equity, a better title or a later start date.

Asking usually works. In a 2023 Pew Research Center survey, about two in three workers who asked for more than the first offer got something more. And since October 1, 2026, Connecticut requires every job posting to show the wage range, joining Colorado, California, New York and others. So you often know the employer's budget before the first call.

How do you find your number before you negotiate?#

Check at least three of these sources, build a range, then pick your target inside it.

Then write down your opening counter, your target and your walk-away. Say the posting reads $75,000 to $95,000 and the offer comes in at $82,000. Counter at $94,000, aim to land around $89,000, and decide now that you'd walk below $84,000.

What do you say on the phone to counter an offer?#

Your phone lights up on the desk and the recruiter says $82,000. Here's what you say, word for word.

"Thank you, I'm genuinely excited about this team and I want to make it work. I've looked at the market for this level in Chicago, including your posted range, and given the two product launches I'd be bringing in, I was expecting something closer to $94,000. Is there flexibility to get there?"

Then say nothing. The silence feels long. Let it.

If they answer "that's above our budget":

"I understand. What's the most you can do on base? And if base is fixed, could we look at a sign-on bonus to close the gap?"

If they ask you to decide on the spot:

"I'd like to review the full offer in writing. Can I come back to you by Thursday?"

Most people know this script and still cave when a real person pushes back. Saying $94,000 out loud under pressure is the hard part.

Want to look around first? See how UnchartedCareer works.

How do you answer "what are your salary expectations"?#

Sidestep it once. If they push, give a researched range. The first number said becomes the anchor for every offer after it, so a low one costs you.

"I'd like to learn more about the scope of the role before I put a number on it. What's the budgeted range for this position?"

If they press, give a range whose bottom is your target:

"Based on what I'm seeing for this role in Chicago, I'm looking at $90,000 to $100,000 in base, depending on the full package."

Don't share your current salary. California has barred employers from asking about salary history since 2018 (Labor Code section 432.3). If you're asked anyway: "I'd rather focus on what this role is worth in the market."

How do you counter a job offer by email?#

Email is fine when the offer came in writing. Keep it short.

Subject: Re: Offer for Product Marketing Manager

Hi Dana,

Thank you again for the offer. I'm excited about the role.

Based on market data for this level in Chicago and the posted range of $75,000 to $95,000, I'd like to ask for a base salary of $94,000. That reflects the launch experience I'd bring in on day one.

If that base isn't possible, I'm open to talking about a sign-on bonus to bridge the difference.

Best, Sam

One number, one reason, one fallback. No essay about your rent.

What can you negotiate besides salary?#

When base is capped, ask for these one at a time:

• Sign-on bonus. Often the easiest yes, because they only pay it once: "Could we do a $7,000 sign-on to bridge the difference?"
• Equity. Ask how many shares, when they vest, and the latest valuation or strike price.
• Title or level. One level up can move you into a higher pay band for years.
• Start date, remote days or extra PTO. Cheap for them, real for you.
• A written six-month compensation review, with the target number in the offer letter.

What are the most common salary negotiation mistakes?#

• Saying yes on the call. Say thanks, ask for it in writing, sleep on it.
• Giving a range that starts below your target. They'll pick the bottom.
• Justifying with personal needs. Your mortgage isn't their budget line.
• Bluffing about another offer. If they call it, you lose your position and their trust.

If your next money talk is at a job you already have, see how to ask for a raise instead. (Our data piece covers how much negotiating adds.)

FAQ#

Can I lose a job offer for negotiating salary?#

It's rare if you counter politely with one number and a market reason. Ultimatums, bluffs and reopening terms after you accept are what raise the risk.

Do you negotiate salary before or after a job offer?#

After. Once there's a written number, they've decided they want you.

How much should I counter offer?#

Open a little above your target, near the top of the range. In the example, $94,000 sits about 15 percent over the offer and inside the posted ceiling.

What should you not say when negotiating salary?#

Avoid "I need," "I was hoping for maybe," your current salary, and a range whose bottom is below your target.

Write your three numbers on a sticky note, then say the counter sentence out loud twice, so the first time isn't on the real call.