The Salary Negotiation Script Guide
Exact Words for the 5 Critical Moments in Any Compensation Conversation
Why Most Negotiations Fail
Here's what usually happens: They make an offer. You feel uncomfortable. You accept. Then you spend the next year wondering if you left money on the table. You probably did. Studies show that failing to negotiate your starting salary can cost you over $1 million over your career. And for non-native English speakers, the language barrier makes an already uncomfortable conversation even harder. This script gives you the exact words so you can focus on strategy, not translation.
The 5 Critical Moments
When They Ask Your Salary Expectations (Too Early)
They'll often ask this in the first interview—before you know enough to give a good answer. Your goal: deflect without being difficult.
Wrong:
"I'm looking for around $120,000... but I'm flexible! Whatever you think is fair..."
Right:
"I'd like to learn more about the role and responsibilities before discussing numbers. Once I understand the full scope, I'm confident we can find a number that works for both of us. What's the budgeted range for this position?"
Why it matters:
You deflect, flip the question back to them, and sound confident—not evasive.
Action Item:
Never name a number first if you can avoid it. Get their range first.
When They Make the Initial Offer
They've made an offer. Now comes the moment most people fumble: the pause before you respond.
Wrong:
"Okay, that sounds good! When do I start?"
Right:
"Thank you for the offer—I'm excited about the opportunity. I'd like to take a day to review the full package and come back to you with any questions. When do you need a final answer?"
Why it matters:
This is professional, buys you time, and signals you're taking it seriously—not desperately accepting.
Action Item:
NEVER accept on the spot. Always ask for at least 24-48 hours.
The Counter-Offer
This is where the real negotiation happens. You need to counter without seeming ungrateful or greedy.
Wrong:
"I was hoping for more. Can you do $140,000 instead?"
Right:
"Thank you again for the offer. I've done some research on market rates for this role, and based on my [X years of experience / specific skills / track record], I was hoping we could discuss a base salary closer to $140,000. Is there flexibility there?"
Why it matters:
You anchor to market data and your value—not to your 'hopes.' The soft close ('Is there flexibility?') invites dialogue.
Action Item:
Always justify your counter with market data or specific value you bring.
When They Say 'That's Our Best Offer'
They've pushed back. Now you need to either accept, negotiate other terms, or walk away gracefully.
Wrong:
"Oh... okay, I guess that works then."
Right:
"I understand the constraints on base salary. Given that, could we discuss [signing bonus / additional PTO / flexible work arrangement / earlier review date]? That would help bridge the gap and make this work for both of us."
Why it matters:
If base is fixed, negotiate other components. Total compensation is more than salary.
Action Item:
Prepare 3 non-salary items you'd accept instead: bonus, equity, PTO, title, review timing.
The Final Acceptance
You've negotiated. Now close professionally and lock in the details.
Wrong:
"Great, thanks! Talk to you soon!"
Right:
"I'm thrilled to accept. To confirm: the offer is [salary], plus [bonus/benefits discussed], with a start date of [date]. Could you send the updated offer letter reflecting these terms? I'll sign and return it within 24 hours."
Why it matters:
Verbal agreements change. Get everything in writing before you celebrate.
Action Item:
Always confirm terms in writing. Never resign from your current job until you have a signed offer.
Bonus: Phrases for Awkward Moments
**If they seem offended by your counter:** 'I hope my counter didn't come across as ungrateful—I'm genuinely excited about this role. I just want to make sure we start on the right foot.' **If you need to decline:** 'After careful consideration, I've decided to pursue a different opportunity. I have a lot of respect for your team and hope our paths cross again.' **If they pressure you for an immediate answer:** 'I understand you need to move quickly. I can give you a final answer by [specific time]. Making a considered decision will help me commit fully once I accept.'
Robert Cushman
I help Latin American tech professionals communicate with executive-level confidence so they can close bigger contracts, command premium rates, and advance their international careers.
After coaching 200+ professionals from Smarttie, Grupo Kopar, Terramar Brands, and Sourceability, I know that what separates good from great in high-pressure meetings isn't vocabulary—it's leadership communication.