A good salary negotiation script has four parts: thanks and enthusiasm, one specific number, one or two reasons based on market data or results, and a pause. Below are word-for-word scripts for every common situation, answers to the ten objections you'll most likely hear, and opening and closing lines you can reuse.
Prepare your script in ten minutes
Before any of the scripts below, write down five things on one card or a note on your phone:
- Your number — one specific amount, slightly above your target. Find yours.
- Your walk-away point — the lowest offer you would accept. Keep it private.
- Two reasons — one result with a number, one piece of market data.
- Your trade list — what you'd take instead of base: sign-on bonus, start date, PTO, remote days, an earlier review.
- Your answer to "that's above our budget" — the objection you're most likely to hear.
Everything else in the conversation is reacting to what they say. These five things are what you control.
Scripts by scenario
Replace the brackets with your own facts. Never invent achievements or competing offers.
Job offer: respond without accepting
Thank you so much — I'm really excited about this role and the team. Could you send me the full offer in writing, including base, bonus, benefits and the start date? I'd like to review it and come back to you by [day].
Job offer: make your counter
Thanks again for the offer. I've looked at the market data for this role 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?
How high? For a registered nurse with 3–5 years of experience, the national BLS data suggests a target of $98,000 to $112,000 and an opening number around $118,000. Check your job.
Counter offer: when they call back
Thanks for getting back to me. I'm still very excited about the role. I asked for [your number] because [one reason]. What can you do?
If they come back with a number in between, you can accept, or make one last trade: "If we can add a sign-on bonus of [amount], I'm ready to sign."
Raise
Thanks for making time. Over the past year I've [result with a number] and taken on [new responsibility]. I've also looked at the market rate for my role: the BLS median for [job] in [state] is [median]. Based on that, I'd like to ask for a raise to [your number].
Promotion
Thank you — I'm excited to take this on. Since the role now includes [new scope], I'd like the pay to match the new level. What's the range for this position? Based on my results, I'm asking for [your number].
Salary expectations question
I'd love to understand the role a bit more first. What range have you budgeted for this position?
If they insist:
Based on the market data for this role, I'm looking at [bottom] to [top] in base, depending on the full package. I'm flexible for the right role.
Make the bottom of your range a number you'd be happy with — many employers will accept a number inside their budget without countering. See salary expectations.
Over the phone
Phone negotiations move fast, so keep your notes in front of you: your number, two reasons, and your answer to "that's above our budget".
Thanks for calling. Before we go into details — I'm genuinely excited about this. I've reviewed the offer, and there's one thing I'd like to discuss: the base salary.
Speak a little slower than usual. Pause after your number. If you feel rushed, say: "Let me think about that and get back to you tomorrow."
Ten objections and what to answer
| They say | You can say |
|---|---|
| "That's above our budget for this role." | "I understand. What flexibility do you have in the overall package?" |
| "We pay everyone at this level the same." | "Could the role be leveled higher, given [experience]?" |
| "This is our best and final offer." | "Thanks for being clear. Could we look at a sign-on bonus or an earlier review?" |
| "We don't negotiate for this position." | "Understood. Is there flexibility on the start date, PTO or a review date?" |
| "What were you making at your last job?" | "I'd rather focus on what this role is worth in the market." |
| "The offer expires Friday." | "I want to give you a considered answer. Could I have until [day]?" |
| "Our benefits make up for the lower base." | "The benefits are great. I'd still like to look at base separately." |
| "You don't have experience in X yet." | "That's fair. In [similar area], I [result], and I'd bring that here." |
| "Raises are only discussed at the annual review." | "What criteria will you use, and can we agree on a number for that review?" |
| "Do you have another offer?" | Answer honestly. If you don't, say so and point to market data instead. |
Many US states and cities restrict employers from asking about salary history. You don't need to cite the law — just redirect politely to market value.
Opening and closing lines
Openers that set a positive tone:
- "I'm really excited about this role, and I want to make this work."
- "Thanks for the offer — before I sign, there's one thing I'd like to discuss."
- "I appreciate you making time to talk about my compensation."
Closers that lock in the result:
- "Great — could you send me the updated offer in writing?"
- "Thank you. Let's put the review date and the target number in an email so we're both on the same page."
- "I'd like to think about it overnight. Can I come back to you tomorrow by noon?"
Lines to avoid
- "I was hoping for something a bit higher, maybe?" — hedging invites a small move.
- "I need more because my rent went up." — personal needs aren't a business reason.
- "Somewhere between $80,000 and $90,000." — they'll hear $80,000.
- "I have another offer" — when you don't. It's dishonest and easy to probe.
- "Okay, that works" — said in the first ten seconds, before you've thought.
Why practicing out loud matters
Most people know roughly what to say. They lose money in the moment: the recruiter says "that's above our budget", the silence feels long, and they lower their own number. Only about 3 in 10 US workers asked for more pay the last time they were hired (Pew Research Center, 2023); among those who didn't ask, 38% said they didn't feel comfortable asking. Comfort comes from repetition.
Say your opener and your number out loud five times. Then practice with someone who pushes back — a friend who's willing to be tough, or an AI counterpart with a hidden budget. Notice where you hedge ("I think maybe…"), where you fill silences, and which objection makes you fold. Fix one thing per round.
Practice this conversation — first 3 minutes free
Reading a script is easy. Saying it while someone pushes back is the hard part.
Start free practice3 minutes free. No credit card.
Related: How to counter offer salary · How to ask for a raise · Salary expectations