Your First Salary Negotiation: Scripts That Work
Sam Whitfield
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This is about the offer in front of you, not a pay review at the job you already have. Once they have chosen you, the power shifts — most companies expect a question or two, and staying silent is the only move that consistently costs you money.
Get your number before they do
Research in layers: advertised ranges for the same role, the big salary guides published each year, and two or three people doing similar work if you can ask casually. Work out a realistic floor — the number you would genuinely accept — and a target above it.
Aim your ask about ten to fifteen per cent above your target. If they meet you halfway, you still land where you wanted.
Wait for the offer, then pause
Never negotiate before there is something on the table. And never answer the "what are your expectations" question with a number first if you can avoid it. Try: "I would rather understand the full offer first — could you put the details in writing?"
When it arrives, do not accept on the call. Say this:
"Thank you — I am genuinely excited about this. I would like a day to look through everything properly, and I will come back to you tomorrow."
Scripts for the actual conversation
If the number is below your target: "I am really keen on this role. Based on what I have seen for similar positions, I was expecting something closer to [number]. Is there flexibility on the base salary?"
If they say the budget is fixed: "I understand. Would it be possible to look at a six-month review with a clear performance target to reach that figure?"
If you have a competing offer: "I have another offer at [number], but this is the team I want. Is there anything you can do to close the gap?"
What else you can negotiate
| Lever | Why it works |
|---|---|
| Extra leave days | Costs them little, worth real money to you |
| A review at six months | Turns a no into a scheduled maybe |
| Remote or hybrid days | Saves you hours every week |
| Sign-on bonus | Helps when the base is genuinely capped |
| Start date | Free for them, useful for you |
| Training budget | Pays for itself if you use it |
What kills it
Multiple ultimatums, invented competing offers, and arguing after they say a firm no. Ask once, cleanly. If the answer is a true no, decide whether the role is still worth it at their number — plenty of jobs are.
A short, polite, well-timed ask is not greedy. It is the standard part of the process that most people skip.
Common questions
How do you get your number before they do?
Research in layers: advertised ranges for the same role, the big salary guides published each year, and two or three people doing similar work if you can ask casually. Work out a realistic floor — the number you would genuinely accept — and a target above it.
What kills it?
Multiple ultimatums, invented competing offers, and arguing after they say a firm no. Ask once, cleanly. If the answer is a true no, decide whether the role is still worth it at their number — plenty of jobs are.
