You have a job offer. Congratulations! Before you say yes, pause. The moment between receiving an offer and accepting it is often the point where you have the most influence over your pay and conditions. Many employers expect some negotiation and leave room for it, yet many candidates accept the first number out of fear of losing the offer. Done politely and with good preparation, negotiating rarely causes an offer to be withdrawn.
Step 1: Thank them and ask for time
You don't need to answer on the spot. A simple reply buys you time:
"Thank you so much, I'm really excited about this offer. Could you send the full details in writing? I'd like to review everything and come back to you by Thursday."
One to three working days is a reasonable amount of time to ask for.
Step 2: Look at the whole package
Salary is important, but it is only one part of the offer. Review:
- Base salary and how often it is reviewed
- Bonus, commission or profit share
- Allowances (housing, transport, phone)
- Health insurance and other benefits
- Paid leave and flexible or remote working
- Start date, probation terms and notice period
- Training budget, certifications or professional memberships
- Job title and reporting line
Step 3: Research your market value
Use several sources so your request is grounded in evidence:
- Salary surveys and salary websites for your role and location
- Job ads for similar roles that show pay ranges
- Conversations with recruiters and people in your network
- Your own current package, including benefits you would lose by moving
From this, decide three numbers: your ideal figure, a realistic target and your walk-away point, the minimum you would accept.
Step 4: Make your counteroffer
Be positive, specific and brief. Lead with enthusiasm, give a reason, then name a number.
Script (by phone or email):
"I'm really excited about the role and the team, and I'd love to make this work. Based on my research for similar roles in this city and the experience I bring in leading small teams, I was hoping for a base salary closer to [target figure]. Is there flexibility there?"
Tips:
- Ask for a specific figure rather than a vague "a bit more".
- Aim slightly above your realistic target to leave room for compromise.
- Focus on the value you bring, not on your personal expenses.
- After you name your number, stop talking and let them respond.
Step 5: If salary can't move, negotiate other terms
Sometimes the salary budget really is fixed. You can still improve the offer:
"I understand the salary range is fixed. Would it be possible to look at a sign-on bonus, an earlier salary review at six months, or two additional days of annual leave?"
Step 6: Get the final agreement in writing
Once you agree, ask for an updated offer letter or contract that includes every change. Read it carefully before signing, and do not resign from your current job until you have the signed offer.
What not to do
- Don't lie about other offers or your current salary.
- Don't issue ultimatums unless you are truly prepared to walk away.
- Don't negotiate after accepting. Raise everything before you say yes.
- Don't negotiate endlessly. One or two rounds is normal; more can damage goodwill.
- Don't be rude if the answer is no. You will be working with these people.
When to accept as is
If the offer is already at or above your target and the role is right for you, it is fine to accept with thanks. Negotiation is a tool, not an obligation.
Preparation is what makes negotiation feel comfortable. Know your numbers, stay friendly and focus on the value you bring, and you will walk into your new job knowing you got a fair deal.
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