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What do you actually say when you negotiate salary?

The research is done, your target is set, and now comes the hardest part: opening your mouth (or typing the email). What exact words do you use? How do you avoid sounding ungrateful or greedy? How do you avoid negotiating yourself out of the offer? This article provides templates—exact scripts you can adapt to your situation. The goal is to remove the anxiety of "what should I say?" so you can execute the conversation with confidence.

Quick definition: A salary counter-offer is a respectful response to a job offer that requests a higher wage or better terms. It is typically delivered via email within 24–48 hours of receiving the offer, and it is the opening move in the negotiation.

Key takeaways​

  • The counter-offer is best delivered in writing (email), not verbally—it creates a record and gives the employer time to check with HR and budget
  • Open with gratitude for the offer; close by reaffirming your interest in the role
  • Use market data ("based on my research, the market range for this role is X–Y") instead of personal justification ("I need more because of student loans")
  • A counter-offer is an invitation to negotiate, not an ultimatum; expect back-and-forth
  • Timing matters: respond within 24–48 hours to show decisiveness, but give yourself time to think

The anatomy of a strong counter-offer email​

A good counter-offer follows this structure:

  1. Opening: Thank the employer for the offer. Show enthusiasm.
  2. Transition: Express that you want to discuss the compensation package.
  3. The ask: State your requested salary/terms, anchored to market data.
  4. Rationale: Briefly explain the reasoning (market research, your value, your excitement).
  5. Flexibility: Show openness to negotiation (other levers, creative solutions).
  6. Closing: Reaffirm your interest and your timeline.

Here is a template:

Subject: Regarding the [Job Title] offer

Dear [Hiring Manager],

Thank you for the offer to join [Company] as a [Job Title]. I am genuinely excited about the opportunity and the team.

I would like to discuss the compensation package. Based on my research of market rates for this role in [Location], with [X years of] experience in [Industry/Field], the typical range is [research range, e.g., "$95,000–$110,000"]. I would like to request a salary of [your target, e.g., "$105,000"].

This reflects both the market rate and the specific value I would bring to the team, including [1–2 specific examples: "building and leading your data infrastructure" or "my experience scaling teams from 5 to 50 people"].

I remain very interested in this role and would appreciate your thoughts on this request. If $105,000 is not possible, I'm open to discussing other elements—perhaps an additional week of PTO, a higher bonus target, or flexibility on the start date.

Please let me know what flexibility you have, and we can find a package that works for both of us.

Best regards, [Your name]

Key phrases to borrow​

Opening with gratitude (sets a collaborative tone):

  • "Thank you for the generous offer."
  • "I'm excited about the opportunity to join [Company]."
  • "I appreciate you taking the time to work through this with me."

Anchoring to market data (professional, not personal):

  • "Based on my research of market rates for [role] in [location], I found..."
  • "According to [Glassdoor / Levels.fyi / BLS], the typical range for this role is..."
  • "Comparable roles at [similar companies] are offered at..."

Stating your ask (direct, but not aggressive):

  • "I would like to request [X] for my starting salary."
  • "I believe [X] is a fair reflection of the market rate and my experience."
  • "I'm looking to land at [X], which would be more in line with..."

Explaining your value (specific, not vague):

  • "My experience [specific accomplishment] is directly applicable here, where I understand the team needs to [specific goal]."
  • "I've successfully [specific example] in previous roles, which I can leverage immediately in this position."
  • "Given my background in [specific area], I can help you [specific business outcome]."

Expressing flexibility (keeps negotiations open):

  • "If that number is not possible, I'm open to discussing other components—such as [alternative lever]."
  • "I'm flexible on the exact package, as long as the total value lands around [X]."
  • "I'm interested in finding an arrangement that works for both of us."

Reaffirming interest (assures the employer you are not bluffing):

  • "I remain very interested in joining the team."
  • "This role is my top choice, and I want to make this work."
  • "I'm committed to this opportunity and want to align on compensation that reflects the market and my value."

Closing with a timeline (keeps momentum):

  • "When might you have an answer on this?"
  • "Can we follow up [specific day/time] if I haven't heard from you?"
  • "I'd like to move forward quickly and would appreciate your thoughts by [date]."

Template 1: The straightforward counter-offer (entry-level)​

Use this if you are early-career, the gap is modest (3–8%), and you have solid market research.

Subject: Thank you for the offer

Hi [Hiring Manager],

Thank you for the offer to join [Company] as a [Job Title]. I'm excited about the role.

I've researched market rates for [Job Title] in [Location] with [X years of] experience, and the typical range is [$X–$Y]. I would like to request a starting salary of $[your target].

I believe this is fair based on the market and my background in [one specific strength]. I'm very interested in this role and in starting on a timeline that works for the team.

What are your thoughts on that number?

Best regards, [Your name]

When to use: Offers under $100,000, first job out of college, small gaps (under 10%), or when you don't have much leverage. This script is humble but clear.

Template 2: The data-backed counter-offer (experienced hire)​

Use this if you are mid-to-senior, you have strong market data, and you want to establish credibility.

Subject: Following up on the [Job Title] offer

Dear [Hiring Manager],

Thank you for the offer to join [Company] as a [Job Title]. I am very interested in this opportunity and excited about the team's work in [specific area].

I would like to discuss the compensation. I've researched the market for [Job Title] roles with [X years of] experience in [Location] at [company size]-stage companies. Based on data from Glassdoor, Levels.fyi, and conversations with peers in the industry, the typical range is [$X–$Y], with most offers falling around $[midpoint].

I would like to request a starting salary of $[your target]. This reflects both the market rate and the specific experience I bring, including [2 specific accomplishments relevant to this role].

If $[target] is not possible, I'm happy to discuss alternatives. I'm flexible on the total package—whether that means adjusting bonus targets, equity, PTO, remote flexibility, or a combination.

I'm committed to making this work and would appreciate your thoughts on this request. When might you have an update?

Best regards, [Your name]

When to use: Mid-level to senior offers ($100,000+), you have done thorough research, the gap is meaningful (8%+), or you have leverage (competing offers, high demand role). This script shows you have done homework without being condescending.

Template 3: The counter-offer with competing offer​

Use this if you have another offer and can use it as leverage (but use carefully and honestly).

Subject: Moving forward with your offer

Dear [Hiring Manager],

I'm very grateful for your offer to join [Company] as a [Job Title]. Your team and culture align closely with my values, and this is my preferred opportunity.

I've also received an offer from [Company B] at a starting salary of $[amount]. I'd strongly prefer to join [Company], but I need to ensure the compensation is competitive.

I'm looking for a starting salary of $[X]. This would put us in line and reflect both the market rate for this role and my commitment to the position.

Can we make this work? I'm excited about [Company] and would like to move forward if we can align on compensation.

Best regards, [Your name]

When to use: You have a legitimate competing offer (real, not invented). This is high-leverage. Be honest about the other offer and respectful; do not say "the other company offered X" unless asked directly.

Important caveat: Only use this if you actually have a competing offer and would seriously consider taking it. Bluffing here is transparent and damaging.

Template 4: The mid-career raise negotiation (different company, internal promotion)​

Salary negotiation happens in other contexts too: when changing jobs (Template 3 applies), during a promotion, or at an annual review. Here is a template for a promotion negotiation.

Subject: Discussion about the [New Role] compensation

Dear [Manager],

Thank you for the opportunity to move into the [New Role]. I'm excited about the expanded responsibilities and the chance to lead [specific area].

I'd like to discuss the salary adjustment. Given the expanded scope—managing [specific new responsibilities], leading [specific project], and contributing to [specific goal]—I believe the role warrants an increase to $[X].

This reflects my current market value (based on Glassdoor data showing similar roles at $[Y–Z]) and the added responsibilities I'm taking on. Over the past [timeframe], I've [specific accomplishment that justifies the raise].

I'm committed to excelling in this role and to delivering [specific outcome]. Can we discuss what's possible for the salary?

Best regards, [Your name]

When to use: Promotions, expanded roles, or annual performance review requests. The key difference: you are arguing for a raise based on newly added responsibilities or demonstrated performance, not just market rates.

The phone negotiation: how to handle a verbal offer​

Sometimes you will receive an offer verbally (a phone call) before anything is in writing. Here is how to handle it:

The call:

Hiring Manager: "We'd like to offer you the job at $85,000 to start."

Your response (do NOT accept on the call):

"Thank you! I'm very excited about this. I'd like to review the full offer details in writing and take a day to consider it. When can you send that over?"

Why?

  • It gives you time to gather your thoughts
  • It lets you research if you have not already
  • It allows you to send a thoughtful written counter-offer instead of negotiating in real-time (where you are less articulate)

Once you receive the written offer:

Send the counter-offer email template above.

How to negotiate in a phone or video call​

If the employer wants to discuss on a call (rather than via email), here is the script:

Hiring Manager: "Thank you for your counter-proposal. We received it and wanted to discuss. Can we jump on a call?"

You: "Of course. I'm looking forward to it."

[On the call]

Hiring Manager: "We saw your request for $105,000. The budget was $95,000. What are you thinking?"

You: "I appreciate you taking the time to discuss. I'm very interested in this role. The market data I found—from Glassdoor, Levels.fyi, and conversations with people in the industry—shows the range for this role in this location is $98,000–$110,000. I asked for $105,000 because I believe it's fair based on the market and my background. I'm flexible, but I'm hoping we can find a number closer to $100,000–$102,000. Does the company have any flexibility there?"

Key techniques:

  • Stay calm and friendly (not defensive)
  • Reiterate your gratitude and interest
  • Use your research as the anchor (not your need)
  • Ask a question at the end (it keeps the conversation going)
  • Offer a specific revised ask, not a vague range

If they say no to $100,000, ask: "What range is the company comfortable with?" This gives them room to move without you pushing harder.

If they say: "The budget is fixed at $95,000," you have a few options:

  • Accept (if it is still a good opportunity)
  • Ask about other levers: "If the base is fixed, are there other components we can adjust—bonus, PTO, start date flexibility, or equity?"
  • Decline politely: "I appreciate the offer, but I need to align with the market. I'll need to pass for now, but I'm very interested in revisiting this if circumstances change."

The follow-up negotiation: what if they say "let me get back to you"?​

Often, you will send a counter-offer email and receive: "Thanks for the counter. I need to check with HR and the hiring committee. I'll get back to you."

Wait 24–48 hours. Then:

If you have not heard back, send a brief, friendly check-in:

Subject: Following up on the salary discussion

Hi [Hiring Manager],

I wanted to follow up on my counter-proposal from [day]. I'm still very excited about the role and want to make sure you have everything you need from me.

When might you have an update? I'd like to move forward quickly.

Best regards, [Your name]

Timing:

  • If they said "I'll get back to you by Friday," follow up Monday morning
  • If it is been over 5 business days with no update, follow up with increased urgency: "I want to ensure this is still moving forward. Are there any blockers I can help address?"

Real-world examples​

Case: Amelia, designer at a midsize software company, 2023

Amelia received an offer of $78,000. She researched and found the market range was $85,000–$95,000 for her level in her city. She sent this email:

Thank you for the offer! I'm excited about the design work and the team.

I'd like to request a starting salary of $88,000. Based on my research, similar design roles in [City] are offered at $85,000–$95,000, and I believe my background in [specific design area] is directly valuable to the work you're doing.

I'm flexible on the exact number if there's not budget for $88,000. I'd be happy to discuss signing bonus, extra PTO, or other terms.

Looking forward to hearing from you.

Result: The company came back with $83,000. Amelia then responded: "Would $85,000 be possible?" They said yes. Her 10-minute email resulted in a $7,000 increase (about $280,000 over her career at that company).

Case: James, engineer at a startup, 2024

James received an offer of $140,000 + $35,000 bonus. He had another offer at $155,000 + $30,000 bonus. He sent:

Thank you for the offer. I'm very interested in your company and the technical work.

I've also received another offer at $155,000 base. I prefer your company, but the comp needs to be closer. Can we land at $150,000 base? I'm happy to keep the $35,000 bonus as discussed.

Result: They offered $147,000. James accepted. One email, $7,000 increase, and he got his preferred job.

Common mistakes in negotiation language​

Mistake 1: Sounding entitled.

Bad: "I deserve $100,000 because I went to a good school." Good: "Market data shows $95,000–$105,000 for this role."

Mistake 2: Being too aggressive.

Bad: "Your offer is insultingly low. I won't accept anything under $110,000." Good: "I'd like to request $105,000, which aligns with market rates."

Mistake 3: Using emotional language.

Bad: "I have student loans and need at least $90,000." Good: "The market rate for this role is $85,000–$95,000."

Mistake 4: Making it personal.

Bad: "My coworker at [previous company] made more, and I'm better than them." Good: "My background in [specific skill] is a strong fit for this role's needs."

Mistake 5: Negotiating over multiple mediums.

Bad: You email a counter-offer, they call you, you text back, you email again. Confused process. Good: Stick to email for the initial offer and counter-offer. Move to phone or video call only if the employer initiates it. Stay organized.

FAQ​

How long should I wait before sending a counter-offer?​

24–48 hours is the sweet spot. Fast enough to show decisiveness, slow enough that you have thought it through. Never respond in the moment or the same day unless asked directly in the offer letter ("let us know by EOD today").

What if I have no leverage (desperate for a job)?​

Even so, a small ask is worth it. If they offered $60,000 and the market is $65,000–$70,000, ask for $62,000. It is a modest ask and shows you did your research. Many companies will grant it.

Should I negotiate if I already negotiated a higher sign-on bonus?​

Yes, independently. A higher sign-on bonus does not preclude negotiating base. They are separate components. Negotiate each.

What if they rescind the offer because I negotiated?​

This is extremely rare (less than 1%) and usually only happens if you are disrespectful or ask for something unreasonable. A respectful counter-offer backed by research is standard.

Can I negotiate multiple times?​

Yes, but carefully. Your first counter-offer, they might come back with a revised offer. You can then propose a second counter. After 2–3 rounds, you should move toward a decision (accept or decline).

What if I'm in a job where compensation is supposedly "non-negotiable"?​

Companies sometimes claim this, but it is rarely true. Try: "I respect that. Are there other elements that have flexibility—perhaps PTO, start date, bonus structure, or remote arrangements?" Often, the "non-negotiable" applies only to base, not to the full package.

Should I ask for more than the market rate as an opening position?​

No. Ask for a number you are comfortable with (usually at the 60th–70th percentile of your research). Asking 20% above market makes you seem unreasonable and can hurt the negotiation.

Is it bad to negotiate if I found the job via a recruiter?​

No. Recruiters expect negotiation and often encourage it (their commission is a percentage, so higher salary = higher commission for them). Negotiate confidently.

Summary​

The counter-offer should be delivered in writing (email) within 24–48 hours of receiving the offer. Structure it: gratitude, market-based ask, brief rationale, flexibility, and reaffirmation of interest. Use specific market data (Glassdoor, Levels.fyi, BLS) instead of personal justification. Expect back-and-forth; your first ask is an opening, not a final demand. Remain respectful and collaborative throughout. Even a small successful negotiation—$2,000–$5,000—is worth the effort and sets the trajectory for future raises.

Next​

→ Building negotiation leverage