To counter a salary offer, thank the employer, say you're excited about the role, and name one specific number above your target — backed by market data for your job and state and one or two results you'll bring. Do it after you have the offer in writing, then stop talking and let them respond.
Should you counter the offer?
Yes, in almost every case. Most people don't: 55% of US workers accepted their first salary offer without negotiating, while 78% of those who did negotiate received a better offer (Resume Genius 2025 Salary Negotiation Survey). In the Pew Research Center survey, only 28% of women and 32% of men said they asked for more pay the last time they were hired.
Countering is not risky when you stay professional. Employers expect it, especially for roles above entry level. Offers are rarely withdrawn because someone asked politely with a reason — though it can happen, for example when a company has a strict no-negotiation policy for a role.
There are a few cases where you might not counter, or counter only on non-salary items:
- The offer is already at or above the top of the market range for your experience, and you'd be happy with it.
- The employer has said clearly that pay for the role is fixed (common for some government or union jobs). Ask about the start date, PTO or a review date instead.
- You're in a public pay band and already at the top step.
How much should you counter?
Your counter should be one specific number a little above the salary you actually want. Here's how to build it:
- Find the market range for your job in your state. The BLS publishes the 25th, 50th, 75th and 90th percentiles for about 830 occupations. Check your job here.
- Pick your target from your experience. Early career: between the 25th and 50th percentile. Three to five years: between the median and the 75th percentile. Ten years or more: between the 75th and 90th.
- Set your counter slightly above the target — about 5% above the top of your target range, rounded to a clean number. That leaves room to meet in the middle.
- Sanity-check against the offer. If your counter is less than about 3% above the offer, it may look like you didn't prepare. If it's more than 50% above, check your data — you may be comparing different jobs.
Avoid ranges. If you say "somewhere between $80,000 and $90,000", the employer hears $80,000.
Three worked examples with real US numbers
These examples use national BLS OEWS May 2025 data. They are illustrations, not promises — your state and situation may differ.
| Situation | Offer | BLS range (national) | Suggested counter |
|---|---|---|---|
| Registered nurse, 4 years' experience | $97,550 (the national median) | median $97,550, 75th percentile $112,350 | $118,000 |
| Accountant, 1 year of experience | $67,020 (the 25th percentile) | 25th $67,020, median $83,680 | $88,000 |
| Software developer, 8 years' experience | $135,980 (the national median) | 75th $171,980, 90th $214,670 | $195,000 |
Example 1 — the nurse. With four years of experience, the suggested target range is $98,000 to $112,000. An offer at the median sits at the bottom of that range. A counter of $118,000 is specific, above the target and backed by data.
Example 2 — the accountant. One year of experience puts the target between $67,000 and $84,000. The offer is at the low end, so a counter of $88,000 is reasonable — and if the base doesn't move, a sign-on bonus or an earlier review is a natural trade.
Example 3 — the software developer. At eight years, the target is $150,000 to $186,000. An offer at the median is clearly below that, so the counter of $195,000 should come with two concrete results from past roles.
What to say on the phone
Many recruiters call to hear your answer. Have your opening ready.
Thank you for the offer — I'm really excited about the role and the team. I've looked at the market data for this position in [state], and based on that and what I'll bring in the first year — for example [one result with a number] — I'm asking for a base salary of [your number].
Is there flexibility to get there?
Then stop talking. The silence will feel long. Don't fill it by lowering your own number.
I'm flexible on the overall package. For the base, [your number] is what fits the role and the market. If base is tight, I'd be happy to look at a sign-on bonus or an earlier review.
Counter offer email template
If the conversation is happening by email, keep it short. Use our free email generator to fill it in with your numbers.
Thank you again for the offer. I'm excited about the [Job title] role and want to make this work.
Based on the market data for this role and what I'll bring in the first year, I'm asking for a base salary of [$X]:
- [One result with a number]
- [Market range for the role in your state]
If we can get there, I'm ready to sign. Would you be open to a quick call this week?
Best,
[Your name]
How to respond to their counter
After your counter, the employer will usually come back with a number between their offer and yours — or say the budget is fixed. Here's how to answer the most common responses:
| They say | You can say |
|---|---|
| "We can do [a number between]." | "Thank you, that helps. Could we close the gap with a sign-on bonus of [amount]?" |
| "That's above our budget for this role." | "I understand. What flexibility do you have in the overall package?" |
| "This is our best and final offer." | "Thanks for being clear. Could we look at an earlier pay review, say after six months?" |
| "We pay everyone at this level the same." | "Is there a chance the role could be leveled higher, given [your experience]?" |
| "Can you do it for less now and we revisit later?" | "If we revisit, can we put the date and the number in writing?" |
| "Do you have another offer?" | Answer honestly. If you do, say so without inflating it. If you don't, focus on market data. |
How many rounds should you go?
Usually one counter and one response are enough. A typical pattern:
- They make the offer.
- You counter with one number.
- They come back with a new number or a "final" answer.
- You accept, or make one last request — ideally a trade (sign-on bonus, PTO, start date, review date) rather than a new base number.
More rounds than that start to feel like haggling. When you agree, ask for the final offer in writing before you resign from your current job.
Mistakes that weaken a counter
- Countering before you have the written offer. You don't yet know the bonus, benefits or start date.
- Giving a range. They'll pick the bottom.
- Justifying with personal needs like rent or student loans. Use market data and results.
- Inventing a competing offer. It's dishonest and easy to probe.
- Accepting on the spot because the silence felt awkward. You can always say: "Let me think about it overnight."
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Related: Negotiate a job offer · Salary negotiation email · Salary negotiation script