Short answer
Thank them, then counter once with a specific researched number and a reason grounded in value. "I'm excited about this - based on the scope and market data for this level, I'm looking for £X" is the whole move. Almost every offer has room, and the only reliable way to find out is to ask.
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The recruiter calls, says they loved interviewing you, and extends the offer. You feel a massive wave of relief—the job search is finally over. But when they state the starting salary, it is at the lower end of your range. You think: If I ask for more, will they rescind the offer?
Rescinding a job offer after negotiation is exceptionally rare. Recruiters have spent weeks and thousands of dollars sourcing you; they want you to sign. A salary counter-offer is a normal, professional standard. Your goal is to request a market correction based on your strategic value.
The Anchoring Effect
In behavioral negotiation, the Anchoring Effect states that the first number put on the table sets the boundaries of the discussion. When a company extends an offer, they "anchor" the low end. By sending a structured counter-offer, you re-anchor the negotiation to your actual value, ensuring the final compromise remains high.
Three Rules for Offer Negotiations
To negotiate starting compensation successfully, apply these core boundaries:
- Always express gratitude first: Maintain a collaborative, excited tone: “I am thrilled about the opportunity to join the team...”
- Focus on value, not expense: Do not say you need more money for rent. Say your experience in X will save the company hours of onboarding time.
- Ask for a specific, researched range: Counter with a specific, researched number (e.g., $98,400 rather than $100,000). Specific numbers imply deep research.
How DrillUp Acts as Your Negotiation Sandbox
Negotiation is a dynamic skill that requires confidence. DrillUp acts as your personal negotiation sandbox. Use our interactive AI coaching engines to practice mock salary negotiations and receive feedback on your tone. Run role-based assessments to verify your market value, and log your achievements in our private Smart Journal. Claim your worth. Download DrillUp today.
Related, for engineers
- Negotiating an engineering offer — why the levelling conversation is worth more than the salary conversation
- Earlier in the process — what to say at each stage of a technical loop
Frequently asked questions
Should you always negotiate a job offer?
Yes, once, politely. Employers expect it and budget for it, and a single well-framed counter has essentially never cost anyone an offer. What does cause damage is repeated re-negotiation after agreeing, or a counter with no reasoning behind it.
How do you counter a job offer without losing it?
Lead with genuine enthusiasm, counter with one specific number, and give a value-based reason. "I'd love to join. Given the scope of the role and what the market pays for this level, could we get to £X?" You have accepted the relationship and questioned only the number.
What if they can't move on salary?
Negotiate the parts that don't come out of the salary band: signing bonus, equity, start date, remote days, title, review timing, learning budget. Base pay is often the most constrained number in the package and the least flexible thing you can push on.
Should I tell them my current salary?
No, and in many places they cannot ask. Redirect to your expectation for the role: "I'm focused on finding the right fit at market rate for this scope - I'm targeting £X." Anchoring on your old salary caps your new one.