Salary Negotiation: Word-for-Word Scripts That Work

You don't get what you deserve. You get what you negotiate.

Let's do uncomfortable math. If you accept $5,000 less than you could have negotiated, and you get average 3% raises for 40 years, you lose $634,000 over your career. Not negotiating is the most expensive decision you'll make.

Yet 57% of people accept the first offer without negotiating (Glassdoor 2024 Employment Survey). Why? Fear of losing the offer. Imposter syndrome. Not knowing what to say.

The moment you accept the first offer, you've left money on the table. Every. Single. Time.

Negotiating isn't aggressive or greedy. It's professional. And with the right scripts, it's surprisingly straightforward.

Negotiate when they're in love with you, not when they're just interested.

Your leverage peaks between receiving the offer and accepting it. Before that, you might not get an offer. After that, you've lost your power.

The Golden Rule: Never discuss salary until you have an offer. Research from Columbia Business School shows candidates who delay salary discussions secure 7-12% higher offers. If asked early in the process:

I'd prefer to focus on whether I'm the right fit for the role first. I'm confident we can find a number that works for both of us once we've established that.

What increases your leverage:

• Multiple offers (or the appearance of options)
• Specialized skills that are hard to find
• Strong interview performance
• Research showing your market value
• Current employment (not negotiating from desperation)

Your BATNA (Best Alternative To Negotiated Agreement) is your power. Never negotiate without one.

You can't negotiate effectively without data. Here's how to find your market value:

1. 1.Levels.fyi — Best for tech roles, user-submitted salary data
2. 2.Glassdoor — Wide industry coverage, company-specific data
3. 3.LinkedIn Salary — Good for comparing across locations
4. 4.Payscale — Personalized salary reports
5. 5.Blind — Anonymous industry discussions (especially tech)
6. 6.Your network — Ask 3-5 people in similar roles what they'd expect

Define your range: Find the 25th, 50th, and 75th percentile for your role, location, and experience level. Your target should be 50th-75th. Your walkaway number should be around 25th.

He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.

Script 1: The Initial Counter

Use this when you receive an offer that's below your target (technique derived from Chris Voss's 'Never Split the Difference'):

Thank you so much for the offer — I'm really excited about this opportunity and the team. I've done some research on the market for this role in [location], and based on my experience with [specific skill/achievement], I was hoping we could explore a base salary closer to [your target number]. Is there flexibility there?

Script 2: When They Say "That's Our Max"

I understand the constraints on base salary. Could we look at other components? I'm thinking about [signing bonus / extra PTO / remote flexibility / equity / professional development budget / earlier review date]. What's possible there?

Script 3: Email Negotiation Template

Subject: Re: [Company] Offer — Quick Question

Hi [Name],\n\nThank you again for extending this offer — I'm genuinely excited about the opportunity to join [Company] and contribute to [specific project/goal].\n\nAfter reviewing the compensation package and doing market research for [role] in [location], I'd like to discuss the base salary. Given my [X years of experience with Y skill] and track record of [specific achievement], I believe [target number] would better reflect the value I'd bring.\n\nI'm confident we can find a number that works for both of us. Would you be open to a quick call to discuss?\n\nBest,\n[Your name]

"That's outside our budget"

Response: "I understand. What would it take to get to [number]? Is there a path to that salary within 6 months based on performance?"

"That's what we pay everyone at this level"

Response: "I respect pay equity. I'm wondering if there's flexibility in the level I'm coming in at, given my [specific experience/skills]."

"You'd be getting a big raise from your current salary"

Response: "I'm focused on the market value for this role and the value I'll bring, rather than my current compensation. Based on my research, [target] is within range for someone with my background."

Salary negotiation isn't about being greedy. It's about knowing your worth and having the tools to communicate it.

The strongest negotiating position comes from having options. Multiple interviews mean multiple potential offers. That starts with a resume that gets callbacks.

The person who cares less about the outcome of a negotiation tends to win. Get more options and you care less about any single one.

Build a resume that gets you to the negotiation table