Negotiation Scripts: What to Say

Having the right words ready transforms negotiation from stressful to natural. The specific language you use shapes how your ask is received. This guide provides practical, professional scripts for the most common salary negotiation situations. Adapt them to your voice, and adjust the details to your country and workplace.

Script: Making the initial ask

Thank you so much for the offer. I am very excited about the role and the team. Based on my research on market compensation for this role and my experience with X, I was hoping we could discuss a base salary of Y. Is there flexibility on the base? This script is specific, justified, collaborative, and ends with a clear question. It invites discussion without demanding.

Script: Anchoring with a specific number

Based on my research and the scope of the role, I was hoping for something closer to Y. I understand if that is at the top of the range, but I believe it reflects the market and the value I bring. This script anchors with a specific number, acknowledges the range, and justifies the ask with market data and value. It is confident without being aggressive.

Script: When asked for your expectations

I have been researching market compensation for this role and level. Based on what I have found, I would expect something in the range of X to Y, depending on the full package. Could you share the range you have in mind for this role? This script avoids being the first to commit to a specific number while still providing a range. It invites the employer to share their range.

Script: Handling budget constraints

I understand budget is a consideration. If the base salary is constrained, could we discuss other components like a signing bonus, additional equity, or a review in six months? This script acknowledges the constraint and immediately offers alternatives. It keeps the negotiation moving without dismissing the employer's concern.

Script: Handling internal equity

I understand the importance of internal equity. Could we discuss a path to align with market over 12-18 months, or a six-month review based on performance? This script acknowledges the concern and proposes a structured path forward. It converts a fixed objection into a negotiable timeline.

Script: Using a competing offer

I have received another offer that is compelling. However, I am genuinely more excited about this role and team. Is there flexibility to bring the compensation closer to Y, which would make this an easy decision for me? This script references the competing offer honestly, reaffirms preference for this role, and asks for specific movement. It is professional and clear.

Script: Negotiating a signing bonus

If the base salary is not flexible, I understand. Could we discuss a signing bonus of X to help close the gap? A signing bonus would make this offer work for me. This script pivots from a constrained base to a flexible signing bonus, with a specific ask. Signing bonuses are often easier to approve than base increases.

Script: Negotiating remote work

I am very excited about the role. One thing that would make this ideal for me is a remote or hybrid arrangement of X days per week. I have a track record of delivering in remote settings, and I would propose a trial period to ensure it works well. Could we discuss this? This script is specific, references track record, and proposes a trial to reduce risk. It is collaborative.

Script: Asking for time to consider

Thank you for the offer. I would like to take a few days to review it carefully and discuss with my family. Could I come back to you by Y with any questions? This script is professional, sets a specific timeline, and avoids the pressure of deciding in the moment. Time to review leads to better decisions and better negotiations.

Script: Accepting the final offer

Thank you for working with me on this. I am excited to accept the offer. Could you send a revised offer letter reflecting the agreed terms so I can sign and return it? This script confirms acceptance and immediately requests written confirmation of all negotiated terms. It closes the negotiation cleanly and protects the agreed terms.

Key takeaways

• Specific, justified, collaborative scripts invite discussion without demanding.
• Anchor with a specific number and justify it with market data and value.
• Acknowledge objections, then offer alternatives in other components.
• Reference competing offers honestly and reaffirm preference for the role.
• Always request written confirmation of all negotiated terms before accepting.