Negotiation Best Practices
How to run an offer negotiation calmly: know your walk-away point, let the written offer come first, make one clear counter, handle competing and final offers, and keep the relationship warm.
Overview
Many offers have some room to move, and most recruiters expect you to ask. Negotiating well is less about tactics and more about three things you do before the call: know what the role pays, know your best alternative, and decide the lowest offer you would accept.
This topic covers how the conversation runs. The companion topic, Salary Negotiation, covers the parts of a pay package and where to find market data.
The recruiter is not scoring you the way an interviewer does, but they are forming a view of what it will be like to work with you. Calm, specific and friendly wins. Vague, apologetic or aggressive costs you, even when the number is right.
- Preparation — Market range and walk-away point known — 'Whatever is fair'
- Timing — Waits for the written offer to counter — Names a number in the first call
- The ask — One specific counter with a reason — Many small asks, or no reason
- Tone — Warm and direct — Apologetic, or threatening to walk
- Scope — Whole package: base, equity, bonus, level, start date — Base salary only
What you will be able to do
- Prepare a target, a walk-away point and a list of alternatives before any call.
- Deflect an early request for your number without sounding evasive.
- Make one clear counter that names what you want and why.
- Use a competing offer honestly, and handle an offer called final.
Interview questions
- What should I do before any conversation about pay?
- The recruiter asks for my expected salary early. What do I say?
- How do I make a counteroffer?
- How do I handle competing offers?
- What if they say the offer is final?
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