Salary Negotiation Scripts: Exact Words That Get You Paid More

Most people leave money on the table when they get a job offer.

According to Glassdoor, only 37% of people negotiate their salary. And among those who don't negotiate, the most common reason is fear.

But here's the thing: 87% of employers expect you to negotiate.

Let's fix this. Below are word-for-word scripts you can use based on FBI negotiation tactics and behavioral psychology research.

Before You Negotiate: The Setup

Never negotiate until you have an offer. And never give the first number.

If they ask for your salary expectations early in the process, use this deflection:

"I'd prefer to learn more about the role and responsibilities before discussing compensation. I'm confident we can find something that works for both of us once we determine I'm the right fit."

Script #1: Responding to the Initial Offer

When they make an offer, don't accept immediately—even if you love it. The pause creates value.

"Thank you so much for this offer. I'm really excited about the opportunity to join [Company]. I'd like to take some time to review the full package. Would it be okay if I get back to you by [specific date]?"

This does three things:

1. Shows enthusiasm

2. Demonstrates professionalism

3. Gives you time to prepare your counteroffer

Script #2: The Counter-Offer

When you counter, always frame it as a collaborative conversation, not a confrontation.

"I've given this a lot of thought, and I'm genuinely excited about this role. Based on my research of market rates for this position and the value I can bring, I was hoping we could discuss a base salary of [your target number + 10-15%]. Is there flexibility to get closer to that range?"

Key elements:

• Start with enthusiasm
• Reference market research (removes emotion)
• Ask for slightly more than you need (gives room to negotiate)
• End with a question (keeps the conversation open)

Script #3: When They Push Back

If they say the budget is fixed or they can't go higher:

"I understand budget constraints, and I appreciate you being transparent. Are there other parts of the package we could explore? I'm thinking about things like signing bonus, additional PTO, flexible work arrangements, or an earlier salary review timeline."

This shows flexibility while still advocating for yourself.

Script #4: The FBI Technique (Tactical Empathy)

Chris Voss, former FBI hostage negotiator, teaches a technique called "tactical empathy"—acknowledging the other side's position before making your ask.

"I know you've probably had a lot of candidates asking for more money, and I'm sure this budget was set carefully. I genuinely believe in the mission of [Company] and see myself contributing for years to come. Given the scope of this role and my [specific relevant experience], would a salary of [target] be possible?"

Script #5: When You Have Competing Offers

This is your strongest negotiating position. Use it carefully.

"I want to be transparent with you—I've received another offer at [X amount]. I'm more excited about this opportunity because of [specific reasons], but I want to make sure the compensation is competitive. Is there room to match or get closer to that figure?"

Important: Never lie about competing offers. It damages trust and can backfire.

Script #6: The Final Close

Once you've reached an agreement:

"This sounds great. I'm really excited to join the team. Could you send over the updated offer letter reflecting our discussion? I'll sign and return it within [timeframe]."

Always get it in writing before celebrating.

The Psychology Behind These Scripts

These scripts work because they leverage several psychological principles:

1. Reciprocity - When you show flexibility, they feel obligated to reciprocate

2. Anchoring - The first number mentioned becomes a psychological anchor

3. Tactical empathy - Acknowledging their position builds rapport

4. Collaborative framing - "We" language creates a partnership mindset

Common Mistakes to Avoid

• **Negotiating via email** (phone or video is better for reading reactions)
• **Accepting the first offer** (there's almost always room to negotiate)
• **Getting emotional** (stay calm and professional)
• **Focusing only on salary** (total compensation matters more)
• **Burning bridges** (even if you don't get what you want, stay gracious)

What If You're Not Good at Negotiating?

Practice helps. But more importantly, preparation helps.

When you know exactly what to say and when to say it, negotiation becomes less scary.

Our career blueprint includes personalized negotiation scripts based on your specific situation, target role, and experience level.