Got a Job Offer? Don't Say Yes Just Yet
I spent a good chunk of my career working as a recruiter, and here’s something that many job seekers don’t realize: a thoughtful counteroffer rarely catches a hiring team off guard. Certainly, if the ask is truly out of line with the market, it may be off-putting. But a respectful, well-researched request? That’s simply part of the process.
And yet, so many people never make that request. They accept the first number they’re given, no questions asked. They’re relieved. They’re likely tired from the search. And they may be paranoid that if they ask for more, the whole opportunity will vanish.
It almost never does. A polite, well-supported counteroffer is almost universally expected. Employers rarely lead with their best number, and when they have, they'll usually tell you. Remember, too, that the hiring team just spent weeks choosing you. They're not going to walk away because you asked a respectful question.
So how much should you ask for?
One guideline I love comes from Next Level Negotiation, a salary negotiation firm we partner with. They call it the 20% Rule: counter at roughly 20% above the initial offer, as long as market data supports it.
Think of it as a starting point, not a formula. Some roles have plenty of wiggle room, and others are tightly banded. But a 20% counter is big enough to make the conversation worth having, reasonable enough to be taken seriously, and leaves space to meet in the middle and still coming out ahead.
Here's what that looks like: Say you're offered $90,000. You counter at around $108,000. If you land halfway, at $99,000, that's a $9,000 bump from one conversation. And every future raise builds on that higher base.
The key is making sure your ask is supported, both by market data and by the experience and value you’ll bring to the role. That’s what makes it smart instead of greedy.
Five mistakes that leave money on the table
➞ Mistake #1: Winging the salary expectations question
Your negotiation actually begins long before the offer, usually the first time a recruiter asks what you're looking for. Answer off the cuff, and you could price yourself out of the running or lock in a number that's lower than you want before you've even met the hiring manager.
Go in with a researched range instead:
"I've looked at comparable roles, and given my background in [insert specific thing/s], I'm looking for something in the $X–$Y range, depending on the overall package. Can you share the range you've budgeted for this position?"
➞ Mistake #2: Saying yes on the call
When the offer comes in, be warm, be grateful, and then ask for a bit of time. That's not stalling. It's what thoughtful professionals do.
"This is such great news, and I'm thrilled. Would you be able to send the full offer in writing? I'd like a day or two to look it over, and then I'd love to set up a time to talk it through."
Use that window to get clear on everything: bonus structure, benefits, equity, PTO, and anything else that's fuzzy.
➞ Mistake #3: Making it about what you want or need
Your rent, car payment, gym membership, and shopping budget are all real things. They're just not the employer's concern. What they will respond to is market value and what you bring to the role.
So do your homework. Look at salary data for the role, the level, your location, and the industry. Then connect the dots between your strengths and what you know they’re looking for.
➞ Mistake #4: Apologizing for asking (or coming in too hot)
Nerves push people to one of two extremes. Either they apologize their way through the ask, or they get so worked up that it comes across as a demand. Aim for the middle: open with enthusiasm, point to your value, and then ask clearly.
"I'm genuinely excited to join the team, and I'm confident I can hit the ground running on [key priority]. Given my experience with [relevant strength] and what I'm seeing in the market for similar roles, would it be possible to bring the base to $[number]?"
Then stop talking. There truly is power in silence.
➞ Mistake #5: Giving up at the first "no"
You'll likely hear "Here’s what we can do" through this process, and it may not be what you were hoping for. Don't take it personally, and don't fold. Stay positive and keep the door open:
"That makes sense, and thank you for looking into it. Would there be any flexibility in other areas, like a signing bonus, funds for professional development, or an earlier performance review?"
Base salary is only one piece of the package. Signing bonuses, extra PTO, a title adjustment, flexible or remote work, a cell phone allowance, and equity are all fair game.
Want a little backup?
If you’re staring at an offer (or hoping to be soon) and aren’t sure how much room you really have, I’ve got something for you. The team at Next Level Negotiation just launched Job Offer Analyzer, and I’m excited to be sharing it with you.
It's an AI-enabled tool that gives you a free assessment of where you have room to negotiate. You don't need an offer in hand to use it, either. In fact, I'd encourage you to try it early, so you've got a solid answer ready when a recruiter asks about your salary expectations.
If you want more support from there, you can:
Download customized negotiation scripts tailored to your situation ($47)
Book a 30-minute session with me ($199) to review your offer
Book a 60-minute session with me ($319) to review your offer and prep for the counteroffer conversation
The bottom line
Negotiating isn't about squeezing every last dollar out of an employer. It's about starting your new job feeling good about the deal you made. A few minutes of discomfort is a small price for that, and the confidence you show now is a preview of the confidence you'll bring to the role.
