Let me tell you something I learned after 30 years in this business: companies almost never lead with their best offer. They leave room to negotiate because they expect you to negotiate. And if you don't? Well, honey, that's money left on the table.

The Number One Rule

Never accept the first offer immediately. Even if it's good. Even if it's exactly what you wanted. Take 24-48 hours to "think it over". This does two things:

1. Shows you're thoughtful and not desperate
2. Gives you time to research if the offer is actually competitive

I've seen people leave $10K-20K on the table by saying yes too fast. Don't be that person.

The Magic Phrase

When they give you the offer, here's what you say: "Thank you so much for the offer. I'm very excited about the opportunity. Can I have until [specific date] to review everything and get back to you?"

Notice what you didn't say: "I need to negotiate" or "That's too low." You're just asking for time. Professional, reasonable, non-confrontational.

Do Your Homework

Use sites like Glassdoor, Levels.fyi, and Payscale to research what others in similar roles actually make. Factor in:

• Your experience level
• Company size and funding stage
• Geographic location (even for remote roles)
• Industry standards

If their offer is below the 50th percentile for your role, you've got strong negotiating ground.

The Counter-Offer Formula

Here's how to actually counter: "I'm really excited about this role. Based on my research of market rates for this position and my X years of experience in [specific relevant skills], I was hoping we could discuss a salary in the range of $Y-Z."

Then stop talking. Let them respond. The silence will be uncomfortable. That's fine. They need to make the next move.

Beyond Base Salary

If they won't budge on salary, negotiate everything else:

• Signing bonus: One-time payment that doesn't affect their salary budget
• Stock options or equity: Especially valuable at startups or pre-IPO companies
• Extra PTO: Usually easier for them to approve than more money
• Professional development budget: Conferences, courses, certifications
• Remote work flexibility: If hybrid is standard, can you do full remote?
• Title bump: Sometimes a better title helps with future job searches
• Earlier performance review: "Can we do a 90-day review instead of annual?"

I've seen people get an extra $5K signing bonus, 3 additional PTO days, and a $2K learning budget when salary was "final." Everything is negotiable if you ask.

What Not to Do

Don't lie about other offers. Companies sometimes call your bluff. If you don't have another offer, don't invent one.

Don't make it personal. "I need more money because my rent went up" is not compelling. Frame it around your value to the company.

Don't negotiate via email if you can help it. Phone or video call allows for actual conversation and reading reactions. Email makes it too easy for them to just say no.

Don't apologize for negotiating. You're not being difficult, you're being professional. They expect it.

The Reality Check

Here's something nobody tells you: if a company rescinds an offer because you negotiated respectfully, you dodged a bullet. That's not a place you want to work.

Good companies respect candidates who know their worth. The worst thing that happens when you negotiate? They say no and keep the original offer. Which is exactly where you'd be if you didn't ask.

Bottom line: Companies budget for negotiations. If you don't negotiate, you're giving them a discount on your talent. And honey, you're not on sale.

Ask for what you're worth. You'll be surprised how often you get it.