The Offer Negotiation Playbook (Without the Awkwardness)

Ava received her offer and felt two things at once: excitement and anxiety. She wanted the role, but she also wanted to be paid fairly. She worried that negotiating would make her seem difficult.

This is a common feeling. Negotiation is not a confrontation. It is a normal part of hiring. The goal is not to win. The goal is to align on a package that feels fair and sets you up for success.

Here is a practical, low drama playbook.

1. Do the prep

Before you respond, gather three inputs:

• Market range for the role, level, and location
• Your target number and your walk away floor
• Your top priorities beyond salary

These might include equity, bonus, flexibility, title, or development budget. Knowing what matters most makes the conversation easier.

2. Lead with gratitude and clarity

A simple opener sets the tone:

Thank you for the offer. I am excited about the role and the team.

Then make a clear request. Clarity is respectful.

Based on the scope of the role and market data for similar positions, I was hoping we could get closer to X.

3. Negotiate the full package

If base salary is tight, look at other levers:

• Signing bonus
• Equity or bonus adjustments
• Additional PTO
• Professional development budget
• Remote or location flexibility

Often, small adjustments across the package can create a meaningful improvement.

4. Handle a counter well

If they counter below your target, respond with a smaller specific request and a reason:

Thank you. If we could move to Y, I would be ready to sign today.

This keeps the conversation collaborative and moves it forward quickly.

5. Manage timing and multiple offers

If you have another process in motion, it is okay to ask for time:

I am excited about this offer. I have a final conversation scheduled later this week and would like to compare fully. Is it possible to finalize by [date]?

Most teams will work with you if you are transparent and timely.

6. When they ask for your expectations

If asked for your number early, you can respond with a range and context:

Based on roles of this scope in this market, I am targeting the X to Y range, depending on the total package.

This keeps options open and signals that you are thoughtful, not rigid.

6a. A simple counter email

If you prefer email, keep it short:

Thank you for the offer. I am excited about the role. Based on the scope and market data, would you be open to moving the base to X? I would be ready to move forward if we can get there.

It is direct, respectful, and easy for the recruiter to route internally.

7. Talk about equity with clarity

If equity is part of the offer, ask for the basics: the number of shares, the vesting schedule, and how the company thinks about growth. You do not need to be an expert, but you should understand what you are being offered.

If equity matters more to you than cash, say so. It helps the company adjust the package in the right direction.

7a. If asked about current salary

If a company asks about your current salary, you can redirect to your target range:

"I prefer to focus on the value of this role. Based on market data, I am targeting X to Y for the total package."

This keeps the conversation forward looking.

8. Close cleanly

Once you are aligned, ask for the updated offer letter and confirm the timeline. Clarity at the end prevents confusion later.

9. If the answer is no

Sometimes a company cannot move. If the role is still right for you, you can accept with confidence. If the gap is too large, it is okay to walk away. Negotiation also clarifies whether a role is a fit.

10. Common mistakes to avoid

• Negotiating without a clear target
• Asking for everything at once
• Talking yourself out of a reasonable offer
• Waiting too long to respond

A calm, timely response beats a perfect speech.

11. Keep the relationship warm

The person on the other side wants you to join. Keep the tone warm, show appreciation, and assume good intent. Most negotiation outcomes are decided by how you communicate, not just what you ask for.

Negotiation does not have to be awkward. It can be a calm, professional conversation that sets you up to start strong.