How to counter a salary offer
To counter a salary offer, reply in writing: thank them for the offer, state one specific counter number, back it with market data and the value you bring, and close by inviting continued discussion. Keep it to three short paragraphs, use a firm exact figure rather than a range, and stay collaborative rather than apologetic or demanding.
Why email beats a live phone counter
Send the initial counter by email. It gives you time to choose an exact number instead of blurting one under pressure, it stops you from anchoring too low on a live call, and it creates a written record that reduces miscommunication. You can always talk it through by phone afterward, once your number is on record.
The four parts of a strong counter
- Gratitude. Open by thanking them and confirming your enthusiasm for the role. This keeps the tone warm.
- The ask. State one specific number. Vague or range-based asks get vague answers, and on a range the employer latches onto the low end.
- The evidence. Support the number with market data for your role and the specific value you bring, with examples.
- The close. End positively and invite continued conversation, signaling you want to reach a yes together.
A simple structure you can adapt
Thank you so much for the offer to join as [role]. I'm excited about the team and the work.
Based on my research into market rates for this role and the [specific skills/experience] I bring, I'd like to propose a base salary of [exact number]. [One sentence of evidence: a comparable-market figure or a concrete result you have delivered.]
I'm confident we can find a number that works for both of us, and I'm happy to talk it through whenever is convenient.
What to avoid
Do not be apologetic ("I'm sorry to ask") or threatening ("I need X or I'm walking"). Do not cite personal expenses like rent; keep the case about professional value and market rate. And do not over-negotiate. Pushing too hard after a fair, well-supported ask is the main way a negotiation goes wrong, since an employer can rescind an offer. One reasonable, evidence-backed counter is the sweet spot.