Salary Negotiation: A Script You Can Actually Use
Negotiation is preparation plus a calm sentence. Research the range, choose a number, and practise the four lines that carry the conversation.
Salary negotiation is not a performance. It is a structured conversation with a prepared range, evidence, and a clear ask. Most people lose money not because they are bad at arguing, but because they accept the first number without checking it. A calm, specific request is usually enough.
Research the range before the conversation
Collect at least three sources: published salary surveys, job postings with pay ranges, and informal conversations with people in similar roles. Adjust for location, experience, and company size. The result is a range, not a single figure.
Write down your target, a realistic acceptable number, and your walk-away point. Your target should sit inside the market range and be supported by your results, not by how much you need the money.
Time the conversation well
For a new offer, negotiate after the employer has decided they want you and before you accept. For a raise, choose a moment when your value is visible: after a completed project, during a review cycle, or when responsibilities have grown. Avoid the week of a company crisis or layoffs.
- Ask for a scheduled conversation rather than raising it in a corridor.
- Bring two or three specific results with numbers.
- Know the full package: bonus, pension, leave, and flexibility.
- Put the agreed outcome in writing after the call.
The four sentences that carry the discussion
Open with appreciation and clarity: "Thank you for the offer. I am excited about the role and the team." Then make the ask: "Based on my research and the scope we discussed, I am looking for a base of X."
If the number is fixed, ask about the rest: "If the base is capped, can we look at a signing bonus or an earlier review?" If the answer is no, ask what would make a higher number possible: "What would need to be true for the range to reach X in six months?"
Close with a decision, not a vague maybe: "I can accept at X. Does that work for you?" Silence after the question is normal. Let them respond.
Handle the common objections
"That is above our range." Ask what the range is and whether the scope can change. "We do not negotiate." Ask about non-salary terms or the next review date. "What are you currently earning?" Redirect to the role and the market: "I would rather focus on the value of this role and the market range."
Stay factual and repeat your number once. Defending it with a longer speech weakens it. If the final offer is below your walk-away point, decline politely and keep the relationship.
Do not forget the rest of the package
Base salary matters most for future raises, but leave, flexible hours, training budget, and bonus structure also have a cash value. Compare offers on total compensation, not just the headline figure.
If you are also earning freelance income, the same preparation applies to setting rates; see our guide to pricing freelance work. The U.S. Department of Labor's wages overview is a useful starting point for understanding pay rules and protections.
Frequently Asked Questions
Is it rude to negotiate a first job offer?
No. Employers expect a conversation, especially for professional roles. A polite, evidence-based request is normal. Accepting immediately is also acceptable if the offer already meets your target.
Should I give a number first?
If possible, ask for their range first. If they insist, give a researched range with your target near the top rather than a single low figure.
How much can I realistically ask for?
A common range is five to fifteen percent above the initial offer, supported by market data and your results. Larger jumps usually require a change in scope or a competing offer.
What if they withdraw the offer because I negotiated?
That is rare when the request is professional. If it happens, the employer has revealed how they handle disagreement, which is useful information before you commit years to them.