How to counter a job offer
Get the offer in writing, research the role’s market range, then counter with a specific number above their offer that your research supports — framed with enthusiasm and a reason. Most candidates who counter professionally still get the job, and a better number.
The moment between "we’d like to make you an offer" and "I accept" is the highest-leverage point you’ll have. It’s also the one most people rush through.
A counter isn’t greedy. Employers usually expect it, and the data says it works far more often than it backfires.
How much higher should you counter?
Counter to a researched number above their offer, with the goal of landing at your target — not an arbitrary big jump. A number you can justify with market data is far more persuasive than a round figure pulled from the air.
Don’t bluff a competing offer
A real competing offer is strong leverage. A fabricated one can cost you the deal and your credibility if it’s called — only reference an offer you actually have and would take.
Step by step
Get the offer in writing and buy a little time
"Thank you so much — could I have a day or two to review?" is completely normal and gives you room to prepare.
Research the market range
Use posted pay ranges, salary sites, and people in the role to find a defensible number for this title and location.
Pick your counter number
Counter to a researched figure above their offer so you can settle at your actual target. The number should be justifiable by the market and the scope of the role — not arbitrary.
Deliver the counter with a reason
Pair the number with enthusiasm and a one-line justification (your research, your experience, the role’s scope).
Handle pushback with non-base levers
If base won’t move, pivot to signing bonus, equity, title, start date, or an earlier review.
Get the final offer in writing
Confirm the agreed terms in writing before you accept or give notice anywhere.
“Thank you so much for the offer — I’m excited to join. Based on my research for this role and what I’d bring, I was hoping for $X. Can we make that work?”
“I completely understand if base is capped — in that case, could we look at a signing bonus or a six-month review?”
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FAQ
Will they pull the offer if I counter?
Rarely, when done professionally. Most people who negotiate still get hired and improve the offer. Keep it warm, specific, and tied to market data.
What if they say there’s no budget?
Move to non-base levers — signing bonus, equity, title, start date, or a guaranteed early review. "No budget" on base often has flexibility elsewhere.
Should I counter on total comp, not just base?
Yes. Base compounds, but bonus, equity, and benefits are real money. Negotiate the whole package.
- Pew Research — Most US workers don’t ask for higher pay when hired
- Marks & Harold (2011), Journal of Organizational Behavior — negotiating raised starting pay ~$5,000 on average
This guide is general information and a starting point, not legal advice.