By Haseeb Kamran, Founder of VeloApply, 8+ years in recruiting · Updated July 16, 2026 · 8 min read
Quick answer: To negotiate salary, always express enthusiasm first, then make a specific, researched counteroffer backed by market data. Wait for the offer before discussing numbers, ask for a little more than your target since employers often expect a counter, and get the final agreement in writing. Most employers expect one round of negotiation, so a polite, well-reasoned counter rarely costs you the offer and often adds thousands to your compensation.
Why you should almost always negotiate
Many people accept the first offer out of fear that negotiating will cost them the job. In reality, most employers expect a counter and build room into their initial offer. A polite, well-reasoned negotiation rarely backfires, and even a modest increase compounds over years of raises. Not negotiating is often leaving money on the table.
Before you negotiate: do your research
Know your number before any conversation. Research the market rate for the role, your experience level, and your location using salary data sources and comparable listings. Decide on three figures: your ideal target, a realistic acceptable number, and your walk-away minimum. Negotiate with data, not feelings.
Rule 1: Let them name a number first
Whenever possible, wait for the employer to state the salary before you do. If asked for your expectations early, you can give a researched range or say you are flexible and focused on the right fit. The offer is your cue to begin, not the interview.
Rule 2: Show enthusiasm, then counter
Always open your response by thanking them and confirming your excitement about the role. Then make your case. Enthusiasm reassures them you want the job; the counter shows you know your value. The two together are far more effective than a cold demand.
Email template: countering an offer
Subject: Regarding the [Job Title] offer
Hi [Name], thank you so much for the offer to join [Company] as a [Job Title]. I am genuinely excited about the role and the team. Before I accept, I would like to discuss the base salary. Based on my experience with [specific skill or achievement] and the market rate for this role, I was hoping we could get closer to [your number]. Is there flexibility to make that work? I am confident I will add real value quickly, and I am eager to move forward.
Script: negotiating on a call
Thank you for the offer, I am really excited about this opportunity. The role is a strong fit for my background in [area]. Based on my research and experience, I was expecting something closer to [your number]. Is there room to adjust the base? Keep your tone warm and collaborative, then pause and let them respond. Silence after your ask is a useful tool.
Rule 3: Negotiate the whole package
Salary is not the only lever. If the base is fixed, consider a signing bonus, additional equity, extra paid time off, a remote or flexible arrangement, a professional development budget, or an earlier review date. A no on base pay is not a no on everything.
Rule 4: Get it in writing
Once you agree, ask for the updated offer in writing before you formally accept. A friendly line works: Thank you, that works for me. Could you send an updated offer letter reflecting the agreed terms? This protects everyone and confirms the details.
What if they say no?
If they cannot move, you have lost nothing by asking politely. Decide whether the offer still meets your minimum. If it does and you like the role, accept graciously. If it does not, it is reasonable to decline and keep searching. A respectful negotiation does not damage a good employer relationship.
Frequently asked questions
Will negotiating salary make them rescind the offer?
It is very rare for a polite, reasonable negotiation to cost you an offer. Most employers expect a counter and have built room into the initial number. As long as you are respectful and your ask is backed by research, negotiating is low risk.
How much more should I ask for?
A common approach is to counter about 10 to 20 percent above the offer, or to aim for the market rate your research supports. Ask for slightly more than your true target, since the final number often lands between the offer and your counter.