Salary Negotiation Scripts That Actually Work
Most people don't negotiate their offers — not because negotiating doesn't work, but because in the moment they can't find the words and "sounds great!" comes out instead. The fix isn't courage; it's having the sentences ready before the call. Here they are.
Before any script: three numbers
- Market range for the role, level and city — from posted salary bands (mandatory in more jurisdictions every year), levels data, and people in the role. Not one number — a range.
- Your target — ambitious but defensible, near the top of that range.
- Your walk-away — the number below which you decline. Decide it before the call, when you're calm, not during it.
Script 1 — "What are your salary expectations?" (asked early)
Deflect once, politely — whoever names a number first anchors the negotiation:
"I'd like to learn more about the role before talking numbers — but compensation won't be the obstacle if we're both excited. Can you share the band you've budgeted for this position?"
If they insist, give your researched range, not a point: "Based on the market for this scope, I'm looking in the range of X to Y, depending on the total package." Make X a number you'd genuinely be happy with — it becomes the floor.
Script 2 — Receiving the first offer
Never accept or reject on the call. Warmth plus a pause:
"Thank you — I'm genuinely excited about this. I'd like to review the full package and get back to you by [day]. Can you send the details in writing?"
This costs you nothing, is completely expected, and buys the time in which every good negotiation actually happens.
Script 3 — The counter
Anchor on enthusiasm, then one clear ask with a reason attached:
"I want to say yes to this. Given [the scope we discussed / my experience with X / the market for this role], I was expecting base closer to [target]. If you can get to [target], I'm ready to sign."
- One number, not a range — ranges invite the bottom.
- "I'm ready to sign" is the most persuasive sentence in negotiation: it turns your ask into the last obstacle, and recruiters are paid to remove last obstacles.
- Counter once, well. Serial nibbling burns goodwill.
Script 4 — When base is "firm"
Base is one lever of many. In order of typical flexibility:
"Understood. If base is fixed, is there flexibility on [signing bonus / an extra week of vacation / a six-month review with a defined raise path / remote days / professional development budget]? Any one of those would get me to yes."
A written six-month review with criteria is often the easiest yes in the list — and frequently worth more than the counter you originally asked for.
Script 5 — Accepting (without leaving doubt)
"That works — I'm delighted to accept. Please send the updated letter and I'll sign today." Enthusiastic, immediate, unambiguous. However the negotiation went, end it as the person they're glad they hired.
The mistakes that cost the most
- Naming a number first without research — you'll anchor low far more often than high.
- Apologizing for negotiating. It's expected. Hiring managers budget for it.
- Negotiating before the offer. Your leverage peaks the moment they decide they want you — not during interviews.
- Bluffing competing offers. If asked to show them, the bluff ends the negotiation and sometimes the offer.
Rehearse the conversation before you have it
TrinityTalent's Salary Coach and voice role-play let you practise the negotiation out loud — including the pause after the counter — with an AI counterpart, before the real call. Free while in beta.
Rehearse my negotiation free