Most people say yes to the first number they hear. A recent study suggests that a polite counter is worth far more than the awkwardness it costs.
The Interview-to-Offer Playbook includes the Salary Negotiation Playbook, with word-for-word scripts for the offer conversation, so you know exactly what to say.
An NBER working paper from researchers at Harvard, Brown and UCLA followed about 3,858 tech job seekers recruited on Levels.fyi. Their finding: countering an offer raised pay by about 12.45 percent on average, roughly $27,000 a year for that sample. The sample earned well above average, so treat the dollar figure as an upper end, but the direction is clear.
The paper also cites Fidelity survey data: about 42 percent of candidates counter an offer, and about 85 percent of those who do get at least some of what they asked for. In other words, asking is common, and it usually works at least partly.
The five-step counter
1. Say thank you and show enthusiasm
"Thank you so much for the offer. I'm excited about the role and the team."
2. Ask for time
"Could I take until [day] to review the details and get back to you?"
3. Counter with a number, not a feeling
"Based on my research for this role and my experience in [specific area], I was hoping for something closer to [number]. Is there flexibility on the base salary?"
4. Stop talking
After you make the ask, let them respond. Silence is part of the process.
5. If salary is fixed, ask about the rest
"If the base is firm, would you consider a signing bonus, an extra week of vacation or a six-month review?"
Three mistakes to avoid
Accepting on the call. Always ask for time.
Giving a range that starts with your minimum. They will pick the bottom.
Making it personal. Base your number on market data and your results, not your rent.
If you want to walk into the offer conversation with scripts, a research checklist and a plan for pushback, the Salary Negotiation Playbook inside the Interview-to-Offer Playbook covers all of it, together with 500 interview questions, a STAR story workbook and a hiring manager psychology guide.
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Have You Ever Negotiated?
Reply with yes or no, and what happened. I read every answer.