Salary & Offers · 3 min read · Updated 2026-04-28
Most companies expect a counter and build some room into their initial number. Not negotiating at all is usually the most expensive mistake you can make in a job search — it costs you the gap between the first offer and what the company was actually willing to pay, every year you stay in that role.
Before you respond to the offer
Get the full offer in writing first: base salary, bonus structure, equity if any, and start date. Don't negotiate verbally on the spot. It's normal and expected to say:
"Thank you so much for the offer — I'm excited about this. Could I have a couple of days to review the full package before I respond?"
Use that time to figure out your target range using real data (recent postings for the same role and level in your area, conversations with people in similar roles, or a tool like our Salary Range Estimator as a starting anchor) rather than guessing.
Making the counter
Lead with enthusiasm, then state a specific number, not a vague range you'd accept. A specific number anchors the conversation; a range invites the employer to land at the bottom of it.
"I'm really excited about this role and the team. Based on my research into similar positions and my experience with [specific relevant skill], I was hoping we could get closer to $X. Is there flexibility there?"
If the recruiter asks you to just name a range, give a narrow one where your real target is the bottom number, not the middle.
Handling common responses
"This is our final offer." Ask if there's flexibility on anything else — signing bonus, start date, extra PTO, a compensation review at 6 months instead of 12. Not every lever is salary.
"We need to check with finance/leadership." This is normal and doesn't mean no. Confirm a timeline: "That makes sense — when would be a good time to follow up if I haven't heard back?"
Silence or a slow response. Give it the timeline you agreed on, then send one polite follow-up. Don't assume silence means rejection.
Example: negotiating with a documented market gap
Suppose you're offered $78,000 for a role where recent postings at similar companies list $85,000–$95,000 for the same title and years of experience. You could say:
"I really appreciate the offer. In my research, I'm seeing this role posted in the $85,000 to $95,000 range at comparable companies for this level of experience. Given that, would there be room to move toward $88,000?"
Naming the specific range you found (without necessarily naming the source) gives the employer something concrete to respond to, rather than an unsupported request.
What not to do
- Don't invent a competing offer that doesn't exist — this can and does backfire if checked or later discovered.
- Don't negotiate over text message or in a group email; keep it to a call or a direct email thread.
- Don't accept on the spot under pressure — a reasonable employer will give you a day or two.
After you agree
Get the final number confirmed in writing before you resign from your current job or turn down other offers. Verbal agreements can change; a written offer letter is the actual commitment.