Most people leave money on the table because they're afraid to negotiate. Studies show that failing to negotiate your starting salary can cost you over $1 million in lost earnings over a 45-year career. Here's exactly how to negotiate effectively.
"70% of employers expect candidates to negotiate. Yet only 39% of workers actually do. Those who negotiate earn an average of $5,000 more per year."
— Glassdoor Salary Survey, 2025
When to Negotiate
The best time to negotiate is after you receive a written offer but before you accept. At this point, the company has already decided they want you—giving you maximum leverage.
Salary Negotiation Scripts
Script 1: Initial Response to an Offer
"Thank you so much for the offer. I'm very excited about the opportunity to join [Company Name] and contribute to [specific project or goal].
I've done some research on the market rate for this role, and based on my [X years of experience / specific skills / achievements], I was hoping we could discuss a base salary of [your target number].
Is there flexibility in the compensation package?"
Script 2: Counter-Offer Response
"I appreciate you sharing the salary range. Based on my research and the value I'll bring through [specific skill or achievement], I'm looking for something closer to [higher number].
In my previous role, I [specific accomplishment with numbers]. I'm confident I can deliver similar results here.
Can we find a way to bridge the gap?"
Script 3: When They Say the Offer is Final
"I understand the base salary may be fixed. Are there other parts of the compensation package we could discuss?
I'd be interested in exploring [signing bonus / additional PTO / remote work flexibility / professional development budget / earlier performance review].
What options might be available?"
Key Negotiation Strategies
Always Negotiate in Person or on the Phone
Email lacks nuance and can come across as demanding. A conversation allows you to read reactions, build rapport, and find creative solutions together.
Let Them Name the First Number
If asked about salary expectations early in the process, deflect: "I'd like to learn more about the role first. What's the budgeted range for this position?"
Use Specific Numbers
Ask for $67,500 instead of $65,000 or $70,000. Specific numbers suggest you've done your research and have a clear rationale.
Negotiate the Whole Package
If base salary is stuck, negotiate signing bonus, equity, PTO, remote work, title, start date, or performance review timeline.
Express Enthusiasm Throughout
Always frame negotiations positively. You're not demanding—you're working together to find an arrangement that works for everyone.
What NOT to Say
- "I need more money because..." — Never cite personal reasons (rent, debt, etc.). Focus on your value.
- "This is my final offer" — Ultimatums damage relationships. Keep the conversation collaborative.
- "I have another offer for $X" — Only mention competing offers if they're real and you'd actually accept them.
- "What's the best you can do?" — This puts all the power in their hands. State what you want specifically.
Negotiation Statistics
- 84% of employers expect some negotiation
- Average successful negotiation increases salary by $5,000-$10,000
- Only 39% of workers actually negotiate
- Women who negotiate earn $1 million more over their careers