You got the offer. Congratulations! Now comes the part most people dread: the negotiation.
Here's why you shouldn't skip it: A Fidelity survey found that 85% of people who negotiated received at least some of what they asked for. And about 90% of employers expect you to negotiate.
If you accept the first offer without discussion, you're likely leaving money on the table—money that compounds over your entire career.
Rule #1: Never Accept Immediately
No matter how excited you are, don't say yes on the spot.
What to say: "Thank you so much for this offer—I'm very excited about the opportunity. I'd like to take 24-48 hours to review the details. When would you need my response?"
This is completely normal and expected. It gives you time to research, prepare, and respond strategically.
Rule #2: Do Your Homework
Before you counter, you need data. Research salary ranges using:
- Glassdoor - Company-specific salary reports
- Levels.fyi - Tech industry compensation data
- Payscale - Industry and role benchmarks
- LinkedIn Salary - Market comparisons
- Bureau of Labor Statistics - Official wage data
Consider factors that affect your market value:
- Years of experience
- Specialized skills or certifications
- Geographic location
- Company size and industry
- Your unique achievements
Rule #3: Know Your Number
Come prepared with three numbers:
- Target: What you realistically want
- Ask: Slightly higher than your target (leaves room to negotiate)
- Walk-away: The minimum you'd accept
A reasonable counter is typically $5,000-10,000 or 5-10% above the initial offer—depending on the role level and industry.
Rule #4: Justify Your Ask
Don't just throw out a number. Explain why you deserve it.
Weak: "I was hoping for $95,000."
Strong: "Based on my research and the value I bring—specifically my experience leading the product launch that generated $2M in revenue—I was hoping we could discuss a salary of $95,000."
Anchor your request to:
- Market data for similar roles
- Your specific achievements and impact
- Unique skills or certifications you bring
- The scope of responsibilities
Rule #5: Negotiate the Full Package
Salary is just one piece. If they can't budge on base pay, explore:
- Signing bonus - One-time payment to close the gap
- Annual bonus - Performance-based compensation
- Equity/stock options - Long-term compensation (especially in startups)
- Vacation days - Additional PTO
- Remote work - Flexibility arrangements
- Start date - More time to wrap up current role
- Professional development - Conference budget, training, certifications
- Relocation assistance - If applicable
- Title - Sometimes easier to get than money
Script: "I understand the salary range is firm. Would there be flexibility on [signing bonus/additional PTO/remote work]?"
Rule #6: Stay Professional and Likable
Negotiation isn't combat. The goal is to reach a mutually beneficial agreement.
Do:
- Express genuine enthusiasm for the role
- Be collaborative, not combative
- Thank them for their flexibility
- Acknowledge constraints they mention
Don't:
- Issue ultimatums
- Threaten to walk away (unless you mean it)
- Compare yourself to coworkers
- Act offended by the initial offer
- Lie about competing offers
Rule #7: Get It in Writing
Once you agree, request the final offer in writing before accepting. The document should include:
- Base salary
- Bonus structure
- Start date
- Any negotiated perks (signing bonus, PTO, remote days)
- Job title and reporting structure
Script: "I'm excited to accept. Could you send over an updated offer letter reflecting our discussion? I'd like to review and sign that."
When to Walk Away
Know your limits. Walk away if:
- The offer is significantly below market rate with no flexibility
- They react negatively to reasonable negotiation
- The total compensation doesn't meet your minimum needs
- Something feels off about the company or role
Walking away is hard, but accepting an offer you'll resent is worse.
The Script
Here's a complete negotiation script you can adapt:
Email approach:
"Thank you for the offer for the [Position] role. I'm very excited about the opportunity to join [Company] and contribute to [specific goal].
Based on my research and experience—particularly my track record of [specific achievement]—I was hoping we could discuss a base salary of [Target + 5-10%]. I believe this reflects the value I'd bring to the team.
I'm flexible and open to discussing how we can make this work. Would you have time for a call this week?"
The Bottom Line
Negotiating isn't greedy—it's expected. Companies budget for it. Recruiters respect candidates who advocate for themselves professionally.
The worst they can say is no. And even then, you've demonstrated that you know your worth.