Salary Negotiation Script: A 4-Stage Framework With Exact Phrases to Use
Before you discuss an offer, check the full package and decide what you want to ask for. This guide gives sample phrases for stating a request, explaining it, listening to the response, and confirming the terms. No script can guarantee a higher offer.
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Why this matters
Base salary is one part of an offer. Review the benefits, bonus terms, working arrangements, and any conditions before you decide. Use current information for comparable roles to support a request. Employers have different budgets and policies, and some offers are fixed. Set your priorities and ask for time to review the terms.
What to think about
These are fictional practice examples. Use your own experience and results in an interview.
- Ask whether a base salary offer can move closer to a range supported by current data for comparable roles.
- Ask for time to review the written offer and confirm the response deadline.
- Ask how the bonus is calculated and which conditions must be met.
- Ask whether a sign-on bonus is available if the base salary is fixed.
- Ask which working arrangements are included in the offer and get any agreed change in writing.
The framework
Stage 1: State your request. Thank the recruiter and name the change you want to discuss. Stage 2: Explain the basis. Use relevant experience, current information about comparable roles, or an actual competing offer. Never invent an offer. Stage 3: Listen. Give the recruiter time to respond and ask about any limits. Stage 4: Review and confirm. If base salary is fixed, ask whether another term can change. Decide whether the full package meets your needs and get the agreed terms in writing.
Common mistakes
- Quoting salary data without checking the location, level, date, or components included.
- Accepting before you understand the full package and its conditions.
- Inventing a competing offer or overstating your current responsibilities.
- Starting the discussion without deciding which terms matter most to you.
- Assuming that a polite request guarantees a change or carries no risk.
Bad answer vs strong answer (scored)
The example scores illustrate this guide’s feedback. They are not employer ratings or predictions of a job offer.
The question
A recruiter calls and says: 'We'd like to offer you the position. Our offer is $148,000 base with standard benefits. What do you think?'
Weak answer
Oh wow, that's great! I'm really excited. That sounds fair to me. I mean, I was hoping for maybe a little more, like $152K or something, but I understand if that's the range. I'm just really excited about the role and I don't want to seem difficult. I'll probably just go with whatever works for you.
What's wrong
- The candidate gives no basis for the requested change.
- The response does not ask a clear question about the available flexibility.
- The candidate appears ready to accept before reviewing the full package.
Stronger answer
Thank you—I'm genuinely excited about the role and the team. I do want to be straightforward with you: based on my research on Levels.fyi and conversations with peers in similar roles, I was expecting something closer to $168,000. I bring five years in this exact domain and a track record of shipping at scale, so I think that number is well-supported by the market. Is there room to get closer to that range? I'm very motivated to make this work.
Related practice
Quick answers
Will negotiating hurt my chances of getting the offer?
There is no risk-free script. An employer may decline a request, and an offer can change or be withdrawn. Keep the request clear, support it with relevant information, and decide how much uncertainty you can accept.
What if I don't have a competing offer?
Use current information about comparable roles and explain your relevant experience. Check the location, seniority, date, and compensation components before comparing figures. Do not invent a competing offer.
How do I handle a 'this is our final offer' response?
Clarify which terms are final. If the recruiter confirms that the full package is fixed, review it against your priorities and decide whether to accept. Do not assume that repeated requests will change it.
What if the recruiter says 'we don't negotiate'?
Ask once which terms, if any, are open for discussion. Respect a clear answer that the offer is fixed. Review the package and decide whether it meets your needs.
When should I negotiate—before or after the formal offer letter?
Ask about the process and response deadline when you receive the offer. Review the terms before accepting, raise your questions, and get any agreed changes in writing.