How to Counter a Job Offer: Scripts and Strategies That Work
Countering a job offer is standard professional behavior — employers universally expect it at the professional level. A 2023 Indeed survey found that 85% of employers who receive a counteroffer respond with an improved offer. The average candidate who counters receives 5–10% above their initial offer number.
Key Statistics
- 85% of employers respond to a counteroffer with an improved offer (Indeed, 2023)
- Average gain from countering: 5–10% above initial offer number
- 57% of professionals never negotiate their first offer — leaving money on the table (Salary.com)
- Signing bonuses are the most commonly negotiated element after base salary, available at 43% of professional-level offers (WorldatWork)
- No employer has ever rescinded an offer solely because a candidate asked for more money professionally (anecdotally universal — no documented HR policy exists permitting this)
Ask for time before responding
"Thank you so much for this offer. I'm very excited about the role. I'd like to take a few days to review it carefully — would [specific date] work for you?" This is always acceptable. Never accept or reject on the phone in real time. Standard timeline for a response is 3–5 business days; anything longer requires proactive communication.
Setting your counter number
Counter at 10–15% above the offer, anchored to market data rather than need. "My research indicates that comparable roles in this market are compensating at $X, and based on [specific qualifications], I was hoping we could reach $Y." Have three numbers in mind: your target (ideal outcome), your floor (minimum acceptable), and the offer itself.
The script that works
"I've reviewed the offer carefully and I'm very enthusiastic about joining the team. The role is exactly what I've been looking for. I was hoping we could discuss the base salary — based on my research and [X years] of experience in [specific domain], I was targeting something closer to $X. Is there flexibility to get to that number?" Then stop talking. Do not fill the silence.
Handling multiple competing offers
"I'm also in final stages with another company and expect an offer at $X. I'd strongly prefer this role for [specific reasons]. Can you match or get close to that number?" Using a competing offer is the strongest leverage available — but only deploy it if you're genuinely willing to accept that competing offer. Experienced hiring managers sometimes ask to see the competing offer letter.
What if they say the salary is firm?
Shift to other levers: signing bonus (often has more budget flexibility than base), additional PTO, accelerated vesting on equity, a formal 6-month review with a committed raise amount, remote work arrangement, or a title change. One of these alternatives usually has budget that base salary doesn't.