Negotiating salary feels uncomfortable for almost everyone, and that discomfort leads many people to accept the first number they hear. The fix is preparation plus the right words. Below you’ll find a simple research process and word-for-word scripts for the moments that matter most, from the first recruiter call to asking for a raise.
Key takeaways
- Research your market range before any salary conversation.
- Try to let the employer share a number first, but be ready with a researched range.
- Always express enthusiasm before you negotiate.
- Negotiate the whole package, not just base pay.
Step 1: Know your number
Confidence in a negotiation comes from data. Before you talk money, build a realistic range using several sources:
- Salary ranges listed in job postings for similar roles in your area (many states now require them).
- Public salary databases and compensation sites.
- Conversations with peers, mentors and recruiters in your field.
- Industry or professional association reports.
From that research, set three numbers: your walk-away (the minimum you’d accept), your target (what you realistically expect) and your anchor (the ambitious but defensible top of your range).
Step 2: Handle the early “What are you looking for?” question
Recruiters often ask about salary expectations in the first screen. You have a few good options.
Script: Ask for their range first
“I’m still learning about the full scope of the role, so I’d like to understand that better before landing on a number. Could you share the budgeted range for this position?”
Script: Give a researched range
“Based on my research and experience, I’m targeting a range of $85,000 to $95,000 in base salary, depending on the total compensation package and responsibilities. Is that aligned with what you have budgeted?”
Notice the range: the bottom of what you say should be at or above your target, not your walk-away number, because offers tend to land near the bottom of any range you give.
Script: When asked about current salary
“I’d prefer to focus on the value I’d bring to this role and the market rate for it. For this position, I’m targeting…” (Note: many US states and cities prohibit employers from asking about salary history, so check your local rules.)
Pro tip: Silence is a negotiation tool. After you state your number or counteroffer, stop talking. Resist the urge to fill the pause with justifications or a lower number.
Step 3: Respond to the offer
When an offer arrives, don’t accept on the spot, even if it’s great. Thank them and ask for time.
Script: Buying time
“Thank you so much. I’m really excited about this opportunity and the team. Could you send the full offer details in writing? I’d like to review everything and get back to you by Thursday.”
Step 4: Make your counteroffer
Lead with enthusiasm, then make a clear, specific ask backed by reasons.
Script: Counteroffer by phone or email
“I’m thrilled about the offer and excited to join the team. Based on my research for similar roles in this market and the experience I bring in [specific skill or achievement], I was hoping for a base salary closer to $98,000. If we can get there, I’m ready to accept.”
That final line is powerful: it signals commitment and gives the hiring manager a clear path to closing the deal.
Script: When they say the budget is fixed
“I understand, and I appreciate you checking. Since there’s limited flexibility on base, could we explore other parts of the package, such as a signing bonus, an extra week of vacation or a salary review at six months?”
Step 5: Negotiate beyond base salary
Total compensation includes much more than your paycheck. Consider negotiating:
- Signing bonus
- Performance bonus targets
- Equity or stock options
- Paid time off
- Remote or hybrid flexibility
- Professional development budget, courses or certifications
- Start date
- Title
- An early compensation review
Script: Asking for a learning budget
“Continuous learning is important to me, especially with how quickly AI is changing this field. Would you be open to including an annual professional development budget of $2,000 for courses and certifications?”
Step 6: Close gracefully
Script: Accepting the final offer
“Thank you for working with me on this. I’m happy to accept, and I’m looking forward to getting started. Please send over the updated offer letter, and let me know the next steps.”
Always get the final terms in writing before you resign from your current job.
Bonus: Asking for a raise at your current job
The same principles apply. Build your case with accomplishments, market data and expanded responsibilities, then schedule a dedicated conversation instead of bringing it up in passing.
Script: Raise request
“I’d like to talk about my compensation. Over the past year, I’ve [achievement one], [achievement two] and taken on [new responsibility]. Based on that and market data for similar roles, I’d like to discuss adjusting my salary to $X. What would it take to make that happen?”
If the answer is “not now,” ask for specifics: “What goals would I need to hit, and can we set a date to revisit this?”
Common negotiation mistakes to avoid
- Apologizing for asking. Negotiation is a normal, expected part of hiring.
- Using personal needs as justification. Focus on market value and your contributions.
- Bluffing about competing offers you don’t have.
- Negotiating over text or chat for important points when a call would build more rapport.
- Accepting verbally and then trying to renegotiate later.
Practice before the real thing
Scripts only work if they come out naturally. Rehearse with a friend, or use the JOBADU AI career assistant to role-play a recruiter who pushes back. Explore our career tools for more help preparing for offer conversations.
The bottom line
You don’t need to be aggressive to negotiate well. You need a researched number, genuine enthusiasm and a few well-practiced sentences. Use these scripts and you’ll walk into your next offer conversation prepared and confident.
Get more scripts, templates and career strategies each week. Join the JOBADU newsletter for weekly job-search tips.
Build your resume, scan it against a job ad, or ask the AI coach for feedback.