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What to say when negotiating salary — word for word
The difference between a successful negotiation and an awkward one is usually a few specific phrases. Here are the exact words for every moment — from the opening to the close.
Stage 1
When you first receive an offer
Never accept or negotiate in the same breath as receiving a verbal offer. Buy time professionally.
When offered verbally on a call
"That's wonderful news — thank you so much. I'm genuinely excited. I'd love to take 24 hours to review the full written offer before responding. Could you send that over?"
This buys time without seeming hesitant about the role. 24 hours is always professional.
When asked what salary you're looking for (before an offer)
"I'd prefer to learn more about the full scope of the role first. Once I have a complete picture, I'm happy to discuss compensation — I'm sure we can find a number that works for both sides."
Deflects the anchor without being evasive. Never name a number first.
Stage 2
Making your counter offer
State one specific number. Not a range. Then stop talking.
The complete counter offer opener
"Thank you again for the offer — I'm very excited about this role and [company]. After researching the market rate and reflecting on my experience, I'd like to propose a base salary of $[number]. Is that something you can work with?"
Enthusiasm first, number second, brief justification, open question. Then silence.
If you want to justify your number
"Based on current market data for [role] in [city], and given my [X years] of experience in [specific skill], I believe $[number] accurately reflects my market value."
One sentence justification. Market data + experience. No personal needs mentioned.
The most powerful closing line
"At $[number], I'm ready to sign today."
Short, confident, and removes friction. Makes accepting easy for them.
Stage 3
Handling objections
Every objection has a right response. The key is to stay calm, acknowledge, and redirect.
When they say salary is fixed
"I understand. If the base is set, would you be open to discussing a signing bonus or an extra week of PTO? I want to find a package that works for both of us."
Pivots immediately. Never accepts "fixed" as the final word.
When they say budget is limited
"I appreciate you being transparent. Would it be possible to agree on a specific 6-month review with a written target that would trigger the increase? I'm happy to work toward something concrete."
Converts a budget objection into a future commitment.
When they come back below your ask
"I appreciate you coming back to me and I can see you've worked on this. Is there any room to meet at $[split the difference]? I'm ready to sign at that figure."
One final nudge. Acknowledges their effort. "Ready to sign" closes the deal.
What NOT to say
Phrases that kill negotiations
These phrases signal weakness, apologise for existing, or destroy your leverage before you've even made the ask.
"I'm sorry to ask, but..."
Apologising before you even ask signals you expect to be rejected. It frames negotiation as transgression.
→ Just state your ask directly. No apology needed.
"I need this much because of my expenses."
Personal needs are not a negotiating argument. Your expenses are irrelevant to your market value.
→ "Based on current market data for this role..."
"I'm thinking somewhere between $X and $Y."
Ranges anchor them to the bottom number. They always hear the lower figure.
→ Name one specific number — the top of your range.
"Whatever you think is fair."
Abdication is not strategy. It signals you haven't done research and have no anchor.
→ You've done research. Name the number it produced.
"I have a family to support."
This creates sympathy but not respect — and sympathy doesn't move pay bands.
→ Justify with your skills and market value, not circumstances.
"I know this might be too much to ask..."
Pre-emptive self-defeat. If you believe it's too much, they will too.
→ State your number with confidence. The data backs it.