The Counter-Offer Script That Works

I’ve been there—you open an email with a job offer, and your heart sinks. It’s not what you hoped for, and now you’re stuck in a loop of doubt. If you feel undervalued and worry about risking the offer by asking for more, you're not alone. Let’s break down how you can turn this around without biting your nails or feeling like you’re asking for a favor.

The Problem Everyone Ignores

You get a job offer, and instead of celebrating, you’re hit with frustration. It doesn’t align with your expectations, and now you’re left wondering if you should negotiate or just accept it as is. Here’s the kicker: 70% of job seekers feel uncomfortable negotiating salary offers according to the 2024 JobSeeker Insights Report. That’s a staggering number of people who might settle for less just to avoid the anxiety of negotiation.

Here’s your “aha” moment: negotiation doesn’t have to be a battle. It can be a conversation that leaves both sides feeling good about the outcome. After all, counter-offers can lead to a 90% increase in job acceptance rates (Employment Trends Journal, 2026). By addressing this problem head-on, you can shift the odds in your favor.

Why The typical approach Doesn't Work

So, you’ve heard the old advice, “Just ask for more.” But let’s be real—that’s vague and intimidating. It’s no wonder only 28% of employees successfully negotiate their salary (Employee Satisfaction Survey, 2025). Why doesn’t this approach work? Because it ignores emotional intelligence and the subtle art of communication.

Consider the quote: "Why does negotiating feel like asking for a favor? It’s so frustrating to feel like I have to justify my worth!" The common approach doesn’t provide a roadmap for addressing these emotional hurdles. You’re not just negotiating numbers; you’re navigating human emotions.

The 3 Things That Actually Work

Let’s get into what really works with a step-by-step approach that leverages emotional intelligence. This isn’t about being pushy or greedy; it’s about building rapport and confidence.

Step 1: Start with Gratitude

When you’re ready to counter-offer, start by expressing gratitude. This sets a positive tone and shows appreciation for the opportunity. For example:

"Thank you so much for the offer. I’m excited about the opportunity and enthusiastic about contributing to your team."

Starting with gratitude makes the conversation warm and open, easing any tension right from the start.

Step 2: Present Your Value

After expressing gratitude, it’s time to present your value. This is your moment to shine by connecting what you bring to the table with the needs of the role. Here’s how you can phrase it:

"Based on my experience in relevant industry experience, and the value I can bring to your team, I was hoping to discuss the salary aspect of the offer."

This statement isn’t just about you; it’s a bridge between your skills and their needs, making it a logical next step in the conversation.

Step 3: Make the Ask

Now, it’s time for the actual ask, and you should be clear and confident. Instead of demanding a number, propose a range that reflects your worth and market standards:

"Given my background and the industry standards, I was thinking in the range of multiple to various. How does that align with your budget?"

Offering a range gives flexibility and shows you’re open to negotiation, which is more appealing than a fixed demand.

Common Mistakes to Avoid

Even with a solid strategy, there are pitfalls you’ll want to dodge:

• Rushing the Process: Don’t jump straight into numbers; build rapport first.
• Being Inflexible: Avoid coming off as rigid. A range allows room for compromise.
• Ignoring Market Research: Know the industry standards to support your counter-offer, avoiding unrealistic expectations.

These mistakes can derail even the best-intentioned negotiations, so keep them in mind.

Your Next Step

Negotiating doesn’t have to be a dreaded chore. It’s about creating a dialogue where both sides feel valued. Remember, by using emotional intelligence, you’re not just pushing for a number; you’re crafting a partnership.

Ready to transform your negotiation experience? Our salary research tools can help you pinpoint the right counter-offer, backed by real-time data, in minutes.

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Part of our salary series for job seekers.