How to Negotiate a Job Offer
A practical walkthrough of negotiating salary and benefits — what to say, when to say it, and the mistakes that cost people the most money.
Most people leave money on the table not because they asked for too much, but because they never asked at all. Recruiters expect negotiation — a first offer is rarely a company's final number, and accepting immediately can actually read as a little strange to the person on the other end.
Get the offer in writing first
Don't negotiate over the phone in the moment. When a recruiter calls with a verbal offer, thank them, ask for it in writing, and say you'll respond in a few days. This isn't stalling — it's normal, and it gives you room to actually think instead of reacting live.
Know your number before the call
Figure out three numbers ahead of time: your walk-away number (the minimum that makes this worth it), your target number (what you're actually asking for), and your stretch number (what you'd be thrilled with). Base these on real data — company review pages with salary and compensation ratings, and sites that aggregate reported comp for the specific role and level, not a general sense of "market rate."
Negotiate the whole package, not just base salary
Base salary gets the most attention, but sign-on bonus, equity, start date, and title are all negotiable, and some of them are easier for a company to move on than base pay (especially if there's a banding system that caps salary but not one-time bonuses). If the base number won't move, ask directly what else is flexible.
Say the number, then stop talking
The most common mistake is over-explaining. "I was hoping for $X, based on my experience with Y and the market range for this role" is enough. Don't apologize for asking, and don't fill the silence after you've said your number — let them respond.
Use a competing offer carefully
A real competing offer is the strongest leverage you have. A vague, unspecified "other offer" is much weaker and recruiters can usually tell the difference. If you have a real offer, say the company and the number if you're comfortable — specificity is what makes it credible.
What not to do
Don't negotiate against yourself by suggesting a range instead of a number (they'll anchor to the bottom of it). Don't accept on the spot just to avoid an awkward conversation — a day or two of delay has essentially never cost anyone an offer. And don't skip negotiating because the number already sounds good; "good" and "the best they could actually do" are frequently not the same number.
Once you've settled on a number, get the final offer in writing before you resign from your current job.