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Salary negotiation

How to negotiate salary after a job offer

Thank them, ask for the offer in writing and a day or two to review it, then counter with one researched number and a reason tied to the job. If the base won't move, ask about a signing bonus, time off, equity or an early salary review.

A woman at her kitchen table in the evening, on a phone call about a job offer, pen in hand over a blank notepad, with a mug and a closed laptop beside her

On the offer call

Most US workers didn't ask for more than the first offer the last time they were hired, a 2023 Pew Research Center survey found. Offers usually come verbally first. You don't have to decide on that call, and accepting on the spot makes it harder to ask for more, Harvard's Program on Negotiation warns.

  1. 1

    Thank them

    “Thank you, I'm excited about this role and the team.” Start with appreciation, even if the number disappoints you.

  2. 2

    Ask for it in writing

    “Could you send the full offer in writing, with base, bonus, equity and benefits?” See the whole package before you react to one number.

  3. 3

    Ask for time

    “When do you need an answer? I'd like a day or two to review it.” CareerOneStop suggests asking for at least 24 hours.

How to counter a job offer

The employer's first number anchors the talk in their favor, so come back with a number of your own and a reason for it.

  1. 1

    Research one number

    Look up the role and city in the Labor Department's CareerOneStop Salary Finder, then compare posted ranges for similar jobs. Pick a number that's high but defensible.

  2. 2

    Make it specific

    Name one exact number. In Columbia University experiments, people moved less off precise numbers than round ones, and assumed whoever named one knew more.

  3. 3

    Back it with value

    Point to the market data and what you'd bring. Leave rent, loans and other personal needs out of it.

Say“I'm excited about this offer. Based on [source] for [role] in [city], and the [skill or result] I'd bring, I was hoping for a base of [your number]. Is there room to get there?”

Then stop talking and let them answer. Skip “Is this negotiable?” Harvard's Program on Negotiation advises making the counter rather than asking permission.

Candidates overrate the risk. Across seven studies with 3,338 people, job candidates consistently rated the chance of losing an offer by negotiating higher than hiring managers did.

When they push back

  1. “That's the top of the band.”

    Say“I understand. Could we close the gap another way, with a signing bonus or a salary review at six months?”

  2. “We don't negotiate our offers.”

    Say“Understood. Is anything else in the package flexible, like the start date or time off?”

  3. “What would it take for you to sign today?”

    Say“If we can get the base to [your number], I'm ready to accept.”

Only say you'll accept if you will. Yale's career office calls it unethical to negotiate an offer you don't intend to take.

When base pay won't move

Ask for the rest of the package in one conversation, ranked by what matters most to you. That gives the recruiter options, UT Austin's career office notes.

  1. How to ask for a signing bonus

    It's paid once and doesn't raise future pay, so a company may agree when base is tight. If you'd leave a bonus or unvested stock behind, name the amount.

    Say“If the base is set at [their number], could we add a signing bonus of [amount]?”

  2. How to negotiate PTO

    Employers vary in how much time off they give, so ask what the standard is first.

    Say“Could I start with [number] days of PTO instead of [their number]?”

  3. How to negotiate equity or stock options

    Get the grant in writing: the number of shares or units, when they vest and, for options, the price per share. Ask which kind of options, since the IRS taxes the two kinds differently.

    Say“If the base can't move, could you increase the grant to [number] shares?”

  4. Ask for an early salary review

    If the number is capped today, ask to revisit it. Texas A&M's career center suggests a merit review at six months.

    Say“Could we put a salary review at six months into the offer letter?”

Deadlines and pressure

Employers expect you to take a little time. Harvard's Program on Negotiation says a day or two is often enough, more if you're weighing another offer or a move.

  1. “We need an answer by tomorrow.”

    Say“I want to give you a considered yes. Could I have until [day]?”

  2. You have another offer

    Say so only if it's true, and keep the other company's numbers to yourself.

    Say“I have another offer with a deadline, and this role is my first choice. Is there any flexibility on the base or the timing?”

Get the final offer in writing

Before you accept or give notice at your current job, get a letter with every number you agreed to. USC's career center says to read all of it to confirm it's accurate.

The follow-up email

Negotiate by phone, then recap in writing. Texas A&M's career center prefers the phone because your tone of voice comes through.

Subject: [Role] offer

Hi [name],

Thanks for talking today. To confirm, we agreed on a base salary of [amount], a signing bonus of [amount], [number] days of PTO and a start date of [date]. Could you send an updated offer letter with these terms?

Thanks,
[Your name]

Practice the offer call out loud

Say your counter to an AI recruiter first. You negotiate base, bonus, equity and vacation out loud, then get a score.

Practice negotiating your offer

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