How to negotiate salary: a step-by-step script that actually works

Candidates who counter-offer earn 10–20% more than those who accept on the spot. The gap isn't qualifications. It's knowing what to say the moment a number lands on the table.

Most people freeze, say "thank you so much," and accept. The salary negotiation script below changes that.

Step 1: Never accept on the spot

The single highest-leverage move in salary negotiation after a job offer: never give an answer in real time.

When the number comes: "Thank you so much. I'm really excited about this role. I want to give this serious thought. Can I come back to you by [date 2-3 days out]?"

That's it. You've bought yourself time, signaled professionalism, and avoided the emotional spike that makes people undersell themselves.

Step 2: Research before you counter

Before sending a salary negotiation email or picking up the phone, know:

• Market rate: Levels.fyi, Glassdoor, LinkedIn Salary, Blind. Use your specific level, location, and company size.
• Your floor: The number below which you'd decline. Know it before you're in the conversation.
• Your ask: Market rate + 15-20%. You will get pushed down. Start high.
• The full package: Equity, bonus, PTO, remote, signing bonus. All of it is negotiable.

Step 3: The counter script

When you're ready to counter:

"I've done some research on market rates for this role at [company size/stage], and I was hoping we could land closer to [your ask]. I'm very excited about the opportunity. Is there flexibility there?"

What makes this salary negotiation script work: - Anchors to a specific number, not a range (ranges get rounded to the bottom) - Grounds the ask in market data, not personal need - Reaffirms enthusiasm (you're negotiating, not threatening) - Ends with a question that puts the ball in their court

Step 4: Handle the pushback

"That's above our band." > "I understand. Is there flexibility on the equity / signing bonus / title to bridge the gap?"

"This is our best offer." > "I appreciate that. Can I ask: is the equity / bonus target set the same way, or is there more flexibility there?"

"We need an answer today." > "I completely understand the urgency. I want to make sure I'm making a thoughtful decision. Is there any way I could have until [tomorrow/end of week]?"

Every pushback is a question, not a concession. Keep them talking.

Step 5: Know when to accept

You've done your research. You've countered. You've asked about the full package. At some point, you accept.

Accept when you'd regret not taking the role, not just when you've maximized every dollar.

A great job with real scope, learning, and culture is worth more than an extra $5K at a place that grinds you down.

Practice until the script is automatic

Knowing the salary negotiation script is not the same as having it available under pressure. Discomfort in the moment overrides preparation.

Practice out loud, in realistic conditions, with someone pushing back, until the response is automatic.

Commy's salary negotiation drills run 12 scenarios: first offer, pushback, urgent deadline, competing offer, equity negotiation. Each one with AI feedback on tone, confidence, and word choice.

Clarity averages 71/100 in these drills. Confidence is 64/100.

The gap between those numbers and what a real negotiation demands is exactly what's costing people money.

Try a salary negotiation drill free → no signup required