What to Actually Say
Most negotiation advice stops at "know your worth." This section covers the specific language patterns that work in real recruiter conversations.
Rule 1: Never accept on the spot.
No matter how good the offer sounds, always say:
"Thank you — I'm genuinely excited about this. I'd like to take a few days to review the full details. Can I get back to you by [specific date]?"
This buys you time to get competing offers, do math, and prepare your counter. Recruiters expect this. It signals professionalism, not hesitation.
Rule 2: Counter in writing.
Email is better than phone for counters. It gives you time to craft precise language, creates a paper trail, and removes the pressure of real-time response. A good counter email:
Subject: Re: [Company] Offer — Follow-Up
Hi [Recruiter Name],
Thank you for the offer — I'm very excited about the role and the team.
After reviewing the details, I'd like to discuss the compensation.
Based on my research (Levels.fyi, peer conversations) and a competing offer
I'm evaluating, I was targeting a base salary of $195,000. The current offer
of $175,000 represents a gap I'd like to close if possible.
I'm committed to making this work. Is there flexibility to move the base
to $195k, or alternatively, to increase the RSU grant to bridge the difference?
Looking forward to your thoughts.
[Your Name]
Rule 3: Negotiate the whole package, not just base.
Components that are often more flexible than base salary:
- Sign-on bonus (one-time, does not affect the salary band)
- RSU grant size (often has a wider range than base)
- Equity cliff (some companies will waive the 1-year cliff for senior hires)
- Start date (more time = more competing offers)
- Remote work terms (saves you real money)
- Title (affects future negotiating power at the next company)
Rule 4: The "exploding offer" counter.
Some companies give offers with 48–72 hour deadlines to prevent you from shopping. This is a pressure tactic. The correct response:
"I'm very interested and want to move quickly. I have one other process I'm wrapping up this week. Can we extend to [5 business days]? I don't want to make a rushed decision on something this important."
Most companies will extend. If they refuse, that tells you something about their culture.
A common behavioral question is: "Tell me about a time you had a difficult negotiation." Use the STAR format: Situation (competing offers, gap in expectations), Task (close the gap without losing the offer), Action (specific counter language, written email, cited market data), Result (final number achieved). Quantify the outcome — "I increased the offer by $25k in base and $50k in RSUs."