The Salary Negotiation Script That Got a Reader $18,000 More — Exact Words to Use

Let me be direct: I've extended over 1,500 salary offers in my 15 years in HR. Most people could have gotten $5,000-18,000 more than what they accepted. They just didn't know what to say.

A reader named Jennifer emailed me last week. She used the script I'm about to share with you. Her initial offer was $72,000. Her final offer was $90,000. That's $18,000 in one conversation.

Here's exactly what she said, why each line works, and how to use it yourself.

Why Most People Fail at Negotiation

Most candidates lose before they open their mouths. Here's what happens on the other side of the desk:

When a hiring manager asks, "What are your salary expectations?" and you say something like:

• "I'm flexible."
• "I'm sure you'll be fair."
• "I'd like to be competitive."

We write down the LOWEST number we were authorized to offer. Because you just told us you don't value yourself, so we don't have to either.

These phrases cost people thousands. Sometimes tens of thousands. Over a career, it compounds into hundreds of thousands in lost earnings.

The Exact Script (Use This Verbatim)

Them: "What are your salary expectations for this role?"

You: "I'd like to understand the full scope of the position first. Can you share the budgeted range for this role?"

If they push back: "We need to know your number first."

You: "I understand. Based on my research, the market rate for this position with my experience level is between $X and $Y. I'm comfortable within that range pending the full offer details including benefits, bonus structure, and growth opportunities."

Once they give you a number: "I appreciate that. Given my specific experience in [relevant skill/achievement], I was targeting the upper end of that range, closer to $[target number]. Is there flexibility there?"

Then STOP TALKING. Silence is your friend in negotiations.

Why Each Line Works

Line 1: "I'd like to understand the full scope of the position first..."

This deflects without being evasive. You're positioning yourself as thorough, not difficult. It puts the ball back in their court.

Line 2: "Based on my research..."

This is critical. "Research" signals you're informed, not greedy. It frames your number as market data, not personal desire.

Line 3: "I'm comfortable within that range pending the full offer details..."

This leaves the door open without committing. The "pending full offer details" gives you leverage when they present the formal offer.

Line 4: "I was targeting the upper end of that range..."

Notice you're not making a demand. You're stating a target. This is collaborative language, not confrontational.

The Psychology Behind the Script

I've been in the room when hiring managers discuss offers. Here's what matters:

1. Anchoring
Whoever names a number first anchors the conversation. If they anchor low, you're fighting uphill. This script avoids the anchor entirely.

2. Framing
"Based on my research" frames this as a data conversation, not a personality conflict. Hiring managers respect data.

3. The Pause
After you ask for the upper range, stop talking. The person who breaks the silence usually concedes ground. Let them fill it.

If They Say "This Is Our Best Offer"

Most "final offers" aren't final. Here's your follow-up:

"I appreciate that. I'm very excited about this role and the team. Before I make my decision, is there any flexibility on [specific benefit: signing bonus, additional PTO, remote work, professional development budget]? I want to make sure I'm evaluating the full package."

Jennifer got her $18,000 increase in two stages: $12,000 base salary bump, then a $6,000 signing bonus when they said they couldn't go higher on salary.

Benefits are often easier to negotiate than base salary because they come from different budgets.

What to Research Before the Call

This script only works if you actually do the research. Here's what to know:

1. Your market rate
Check Glassdoor, Payscale, and Salary.com for your role, location, and experience level. Know the 25th, 50th, and 75th percentiles.

2. The company's pay scale
Many companies (especially larger ones) have structured pay bands. If you know someone who works there, ask about their range.

3. Your walk-away number
The number below which you'll decline. Know this before the conversation. Emotional decisions cost money.

4. Your value proposition
Specific achievements you can reference: "Given my experience growing revenue by 40% at my last company..."

When to Negotiate

BEST time: After the offer is extended, before you accept. You have maximum leverage here.

GOOD time: During the interview when they ask about expectations. Use the script above.

NEVER: After you've already accepted. Once you say yes, you've closed the negotiation window.

What Women and Minorities Need to Know

I've tracked the data. Women negotiate less often and ask for less when they do. The gap compounds over a career.

Here's what I tell every woman and minority candidate:

The script works the same regardless of who you are. The difference is internal. You have to believe you deserve the upper range. Research helps with that — if the data says the range is $80K-$100K, then $95K is not outrageous. It's market rate.

I've seen too many qualified women accept the first offer because they didn't want to seem "pushy." Men get called "assertive" for the same behavior. The word doesn't matter. The money does.

The Exact Email Template (After Verbal Agreement)

Once you've negotiated verbally, send this email within 2 hours:

This creates a paper trail. If the offer letter comes back with a different number, you have documentation of what was agreed to.

What If They Rescind the Offer?

This is the fear that stops people from negotiating. Let me be direct: I've never seen a reasonable negotiation cause an offer to be rescinded.

"Reasonable" means:

• Asking within the market range
• Using collaborative language (not ultimatums)
• Being professional throughout

If a company rescinds an offer because you asked for market rate, that company has toxic culture problems. You dodged a bullet.

Your Action Item

Here's what to do RIGHT NOW:

If you're currently interviewing: Practice the script out loud three times. Record yourself. Listen back. The words should sound natural coming from you.

If you have an offer pending: Schedule the negotiation call for tomorrow morning. Don't wait. Momentum matters.

If you're employed but underpaid: Start documenting your achievements. Build your case. Use this script in your next review conversation.

Jennifer's $18,000 isn't an outlier. It's what happens when you know what to say.

Save this post. Use the script. Let me know what happens.

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Denise Okafor-Williams is a former HR Director who reviewed 10,000+ resumes and extended 1,500+ salary offers over 15 years. She now shares the insider playbook at Career Advice.