Salary negotiation scripts: exactly what to say (and email)

You got the offer. Congratulations! Now let's make sure it's a fair one. Most employers expect you to ask, and many leave room in their first offer.

Script 1: Buying time (on the call)

"Thank you so much, I'm really excited about this. Could you send the full offer in writing? I'd like to look at the details and get back to you by [day]."

Never say yes on the first call.

Script 2: Asking for more (call or email)

"Thank you again for the offer. I'm excited about the role and the team. Based on the responsibilities and my experience with [your strongest result], I was hoping for a base salary of [number]. Is there flexibility to get closer to that?"

Then wait. Don't fill the silence.

Script 3: When you have another offer

"I want to be open with you: I've received another offer at [number]. [Company] is my first choice because of [reason]. Is there anything you can do to close the gap?"

Only use this if it's true.

Script 4: When they say "this is our best offer"

"I understand. Would you be open to a sign-on bonus of [amount] instead, or a salary review after six months?"

Script 5: Negotiating more than salary

"If the base salary can't move, could we look at [extra holiday days / two remote days a week / a training budget / an earlier start on the bonus plan]?"

Script 6: Saying yes

"Thank you, I'm happy to accept. Could you send the updated offer for me to sign? I'm looking forward to starting on [date]."

Script 7: Saying no politely

"Thank you for the offer and your time. After a lot of thought, I've decided it's not the right fit for me right now. I really enjoyed meeting the team and hope our paths cross again."

The rules

• Be warm. You're about to work with these people.
• Ask once, clearly. One counter-offer is normal. Five rounds is not.
• Use a number, not "a bit more".
• Get it in writing. Promises on a call don't count until they're on paper.

What if they take the offer away?

It's very rare when you ask politely, once, with a reason. If it does happen, it tells you a lot about how they'd treat you later.

Zoe drafts your reply to every offer, and on the coach plan you can talk it through with a real career coach before you answer.