Salary negotiation scripts: exactly what to say at each stage

Most people don't negotiate because they don't know what to say, and they worry the offer will be withdrawn. In practice, a polite, well-researched request rarely costs anyone an offer, and it often improves pay or terms. This post gives you scripts for each stage. Adapt the wording so it sounds like you. Our salary negotiation guide covers the strategy; this post is the words.

Before any script: know your numbers

• Your market range: look at real posted pay for the same role, level and location on the salary explorer.
• Your target: the number you'd be happy with, usually toward the upper middle of the range if you match the role well.
• Your walk-away: the lowest total package you would accept, given your costs and alternatives.
• The whole package: base pay, bonus, benefits, leave, flexibility, notice period, learning budget. Compare offers with the job offer comparison tool, and if you're in India, split a CTC figure with the CTC breakdown calculator.

Stage 1: 'What are your salary expectations?'

This comes up early, often in the first recruiter call or an application form. You have two good options: ask about the range first, or give a researched range.

'I'd like to make sure we're aligned. Could you share the range budgeted for this role? I'm flexible for the right opportunity, and I'm sure we can find something that works if the fit is right.'

'Based on what I've seen for similar roles in [city/remote] and my experience with [key skill], I'm looking at roughly [X to Y]. I'd also want to understand the full package, including bonus and benefits.'

Make the bottom of your range a number you'd genuinely be happy with, because employers often anchor on it.

Stage 2: when the offer arrives

Don't accept or reject on the spot, even if it's great. Thank them warmly, ask for it in writing, and ask for a little time.

'Thank you, I'm really pleased to receive this and excited about the team. Could you send the full offer in writing? I'd like to review it properly and come back to you by [day].'

Stage 3: the counter-offer

Ask for a specific number, give one or two reasons tied to value or market data, and restate your enthusiasm. Keep it short. Phone or video often works better than email for this, but email is fine if that's how the conversation has gone.

Subject: [Role] offer

Hi [Name],

Thank you again for the offer. I'm keen to join and I'm confident I can [specific contribution, e.g. take ownership of the reporting work we discussed] quickly.

Having reviewed the package against similar roles and the scope we discussed, I'd like to ask whether the base salary could be [specific figure]. With that, I'd be ready to accept and confirm a start date.

Thanks for considering it. Happy to talk it through.

[Your name]

Stage 4: they say it's their best offer

Sometimes base pay is fixed by bands. That's when other parts of the package can move.

'I understand the salary band is fixed. Would there be flexibility on [a signing bonus / an earlier salary review at six months / extra leave days / remote days / a learning budget]? That would make it much easier for me to say yes today.'

Stage 5: accepting gracefully

'Thank you for working with me on this. I'm delighted to accept the offer of [role] at [salary], starting [date]. Please let me know the next steps.'

Get the final terms in writing before you resign from your current job. The notice period calculator helps you work out your last day.

If they push back hard or withdraw

Rarely, an employer reacts badly to a polite, reasonable request. That's useful information about what working there would be like. If you need the job, you can say: 'I understand. I'm still very interested and happy to proceed on the original offer.' Most employers will simply say yes or no to your request.

Asking for a raise in your current job

Prepare evidence: what you've delivered since your last review, how your responsibilities have grown, and what similar roles pay. Ask for a meeting specifically about pay, rather than raising it in passing.

'Thanks for making time. Over the last year I've [two or three concrete results], and my role has grown to include [new responsibilities]. Based on that and on market pay for this role, I'd like to discuss moving my salary to [figure]. What would that take?'

If the answer is 'not now', ask what specifically would need to happen, and agree a date to revisit. Then write a short email summarising what was agreed. The salary hike calculator shows what a percentage increase means in real terms.

Quick answers

• Should I share my current salary? In some places employers aren't allowed to ask. Where they can, you can redirect: 'I'd prefer to focus on the value of this role and the market range for it.'
• Can I negotiate an entry-level offer? Often a little, especially on start date, relocation help or training. Be polite and specific.
• What if I have a competing offer? Mention it honestly and without bluffing: 'I have another offer at [figure], but I'd prefer to join you. Is there room to close the gap?'