Negotiation & Salary | Ed Tech Docs

Negotiating Salary and Job Offers in English

Negotiating in a second language is intimidating. These scripts, strategies, and phrases help you advocate for yourself professionally—whether you're negotiating a job offer, asking for a raise, or discussing your worth.

Why Negotiation is Hard in English

The Challenge

Cultural Factors:

Many cultures don't haggle or negotiate openly
Direct money talk feels uncomfortable
Fear of seeming greedy or pushy
Worried about losing the offer
Power dynamics with employer

Language Factors:

Need diplomatic but firm language
Hard to express nuance
Easy to sound too aggressive or too weak
Can't read subtle cues
Stress affects fluency

Reality: Even native speakers find this difficult!

Core Principles

1. You Should Always Negotiate

Myth: "Negotiating is rude or greedy"

Truth: It's expected in most Western companies

Reality: Most offers have room for negotiation

Why Companies Expect It:

They rarely give best offer first
It shows confidence
It's part of the hiring process
They budget for negotiation

Risk: Very low (almost never lose offer for asking respectfully)

2. Know Your Worth

Research First:

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Tools:
- levels.fyi (tech compensation)
- Glassdoor
- Payscale
- LinkedIn Salary
- Blind (tech community)

Consider:

Your experience level
Market rates for your role
Company size and funding
Location/remote
Your current salary
Competing offers

3. Everything is Negotiable

Not Just Salary:

Base salary
Signing bonus
Stock options/RSUs
Vacation days
Remote work flexibility
Professional development budget
Start date
Title
Relocation assistance
Work schedule

4. Timing Matters

Best Time to Negotiate:

✅ After they've made an offer

✅ When they've decided they want you

✅ Before you've accepted

Too Early:

❌ During first interview

❌ Before you have an offer

❌ When they ask "What's your salary expectation?"

5. Be Professional, Not Emotional

Show:

Enthusiasm for the role
Gratitude for the offer
Reasoned justification
Flexibility
Confidence

Don't Show:

Desperation
Aggression
Arrogance
Comparison to friends
Personal financial problems

The Initial Offer

When They Make an Offer

Don't Immediately Accept:

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❌ "Great! I accept!"

✅ "Thank you so much! I'm excited about this opportunity.
Could I have a couple of days to review the offer in detail?"

Why Wait:

You need time to evaluate
Shows you're thoughtful
Lets you research and prepare
Reduces pressure
Gives you negotiating room

How Long to Wait:

Ask for 2-3 days
Usually can get up to a week
If they pressure you, that's a red flag

Responding to the Offer

Template:

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"Thank you so much for the offer! I'm really excited about
the opportunity to work on [specific thing] with [team/company].

I'd like to take a couple of days to review everything in
detail. Could you send the offer letter and benefits
information? I'll get back to you by [specific date]."

Key Elements:

Thank them
Express enthusiasm
Request time
Set a clear timeline
Stay positive

Preparing to Negotiate

Calculate Your Target Number

Strategy:

Research market rate
Know your minimum (what you'll accept)
Know your ideal (what you want)
Add buffer (they'll counter lower)

Example:

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Market Rate: $100k-$130k
Your Minimum: $110k (below this, you walk away)
Your Ideal: $125k (what you deserve)
Your Ask: $130k-$135k (leave room for negotiation)

Gather Your Justification

Reasons to Deserve More:

Market research (salary data)
Your unique skills
Relevant experience
Competing offers
Cost of living
Value you'll bring

Build Your Case:

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"Based on my research using levels.fyi and Glassdoor, the
market rate for a Senior Backend Engineer with 5 years of
experience in [city] is $120k-$140k.

I have specialised experience in [technology] and have led
projects that [specific achievement]. I also have another
offer at $130k from [company].

I'm most excited about your opportunity, and I'm confident
I'll bring value through [specific skills]. Would you be
able to match $135k?"

Decide Your Priorities

What Matters Most?:

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High Priority:
- Base salary
- Remote flexibility
- Growth opportunities

Medium Priority:
- Signing bonus
- Vacation time
- Stock options

Low Priority:
- Title
- Specific start date
- Office location

Strategy: Negotiate hard on high priority, be flexible on low priority

Negotiation Scripts

Asking for More: The Main Script

Template:

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"Thank you again for the offer. I'm very excited about this
role and the opportunity to [specific thing you're excited about].

I've done some market research, and based on [source], the
typical range for this position is [range]. Given my
experience with [specific skills/achievements], I was hoping
we could discuss a base salary of [your number].

Is there flexibility in the offer?"

Example:

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"Thank you again for the offer. I'm very excited about joining
the team and working on the new payments platform.

I've done some research on levels.fyi and Glassdoor, and the
typical range for a Senior Engineer in SF is $140k-$160k.
Given my 6 years of experience and my background leading the
payment system at my current company, I was hoping we could
discuss a base salary of $155k.

Is there flexibility in the offer?"

If They Say "This is Our Best Offer"

Don't Give Up:

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❌ "Oh, okay, I accept then"

✅ "I understand. If the base salary is fixed, would there be
flexibility in [other areas]? For example:
- Signing bonus
- Stock options
- Additional vacation days
- Professional development budget
- Earlier performance review"

Example:

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"I understand that $120k is what you can offer for base salary.
I'm still very interested in the role. Would you be able to
add a signing bonus to help close the gap? Or alternatively,
additional stock options or an extra week of vacation?

I want to make this work, and I'm flexible on how we structure
the compensation."

When You Have Another Offer

Use It (Carefully):

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"I have another offer at [company] for $X, but I'm more
excited about your opportunity because [specific reasons].
Would you be able to match or get close to that number?"

Example:

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"I do have another offer from a startup at $130k. However,
I'm more interested in your company because of the learning
opportunity and the chance to work on [specific project].

If you could match $130k, I would accept immediately. Is
that possible?"

Important:

Only mention if you actually have the offer
Show preference for their company
Be specific about the number
Don't lie (they might ask for proof)

Asking About Total Compensation

If Offer Seems Low:

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"Could you help me understand the total compensation package?
I want to make sure I'm considering:
- Base salary
- Bonuses (and how they're calculated)
- Stock options/RSUs (and their current value)
- Benefits
- Any other compensation

What would the total first-year compensation look like?"

Why: Sometimes "low" salary has high bonus/stock

Asking for Time to Decide

If You Need More Time:

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"I really appreciate the offer and I'm excited about the
opportunity. I want to make a thoughtful decision. Would it
be possible to have until [specific date] to give you my
final answer?"

If They Pressure You:

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"I understand the urgency. However, this is an important
decision for my career. I'd like at least [X days] to
consider it carefully. Is that possible?"

Red Flag: If they give you less than 24 hours or pressure hard

Negotiating Remote Work

Script:

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"I'm very interested in the role. I noticed the position is
listed as [in-office/hybrid]. Would there be flexibility to
work remotely [X days per week / full-time]?

I'm very productive working remotely and it would help me
balance [reason: family, cost of living, etc.]."

Alternative:

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"Would it be possible to start with [X arrangement] and
revisit after [3-6 months] based on performance?"

Negotiating Title

Script:

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"I'm excited about the offer. I noticed the title is
[Mid-level Engineer]. Based on my experience and the
responsibilities we discussed (which include [specific
senior-level tasks]), would it be possible to have the
title [Senior Engineer]?

This is important for my career progression and how I'm
positioned for future opportunities."

Multiple Items Negotiation

Template:

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"Thank you for the offer. I'm very interested. I was hoping
we could discuss a few items:

1. Base Salary: Based on market research, I was hoping for
   [number]. Is there flexibility?

2. Remote Work: Would 3 days remote be possible?

3. Vacation: I currently have [X weeks]. Could you match that?

Which of these would you be most able to accommodate?"

Strategy: Give them options, be flexible

Email Templates

Initial Response to Offer Email

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Subject: Re: Offer - Software Engineer Position

Hi [Recruiter Name],

Thank you so much for the offer! I'm very excited about the
opportunity to join [Company] and work with the team on
[specific project/area].

I'd like to take a couple of days to review the offer details
carefully. Could you please send over the formal offer letter
and benefits package information?

I'll get back to you by [specific date, 2-3 days out] with
any questions or feedback.

Thanks again!

Best regards,
[Your Name]

Negotiation Request Email

code

Subject: Re: Offer - Software Engineer Position

Hi [Recruiter Name],

Thank you again for the offer to join [Company] as a
[Position]. I'm very excited about this opportunity,
particularly [specific aspect you're excited about].

I've carefully reviewed the offer, and I was hoping we could
discuss the compensation package. Based on my research of
market rates for [position] in [location] (using sources like
levels.fyi and Glassdoor), the typical range is [range].

Given my [X years] of experience in [technology] and my track
record of [specific achievement], I was hoping we could
discuss a base salary of [your target number].

I'm very interested in joining the team and I'm confident I'll
bring value through [specific skills]. Is there flexibility
in the base salary?

I'm happy to discuss this further by phone if that would be
helpful.

Thank you for considering this request.

Best regards,
[Your Name]

Accepting with Negotiated Terms

code

Subject: Offer Acceptance - Software Engineer Position

Hi [Recruiter Name],

Thank you so much for working with me on the offer details.
I'm thrilled to accept the position of [Title] at [Company]
with the following terms:

- Base Salary: $[amount]
- Signing Bonus: $[amount]
- Stock Options: [number] shares
- Start Date: [date]
- Remote Work: [arrangement]

I'm very excited to join the team and contribute to [project/goal].
Please let me know the next steps.

Thank you again!

Best regards,
[Your Name]

Declining After Negotiation Failed

code

Subject: Re: Offer - Software Engineer Position

Hi [Recruiter Name],

Thank you so much for taking the time to discuss the offer
with me. I really appreciate your flexibility and the
opportunity to join [Company].

After careful consideration, I've decided to decline the offer.
This was a difficult decision, as I'm impressed by [specific
thing about company], but I've accepted another opportunity
that's a better fit for me at this stage of my career.

I hope we can stay in touch, and I wish you and the team all
the best.

Thank you again.

Best regards,
[Your Name]

Asking for a Raise

When to Ask

Good Times:

Annual performance review
After major accomplishment
After taking on more responsibility
When you have competing offer
After company does well financially

Not Good Times:

During company layoffs
Right after starting
During performance improvement plan
When company is struggling

Preparation

Gather Evidence:

Your accomplishments (specific, quantified)
Increased responsibilities
Market research (what you're worth)
Time since last raise
Performance reviews

Document:

code

Accomplishments:
- Led migration to microservices (Q1-Q2)
- Reduced API latency by 40%
- Mentored 2 junior developers
- On-call lead for 6 months

Increased Scope:
- Now leading team of 3
- Responsible for system architecture
- Interviewing candidates

Market Research:
- Current salary: $100k
- Market rate: $115k-$130k
- I'm below market by 15%

The Ask

Script:

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"Hi [Manager], I'd like to schedule some time to discuss my
compensation. I've been here for [X time], and I've taken on
additional responsibilities including [specifics]. I've
researched market rates and I'd like to discuss bringing my
salary in line with industry standards. Could we find 30
minutes this week?"

During the Meeting

Structure:

1. Express Appreciation:

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"Thank you for meeting with me. I really enjoy working here
and I'm proud of what we've accomplished together."

2. State Your Case:

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"I wanted to discuss my compensation. In the past year, I've:
- [Accomplishment 1 with metrics]
- [Accomplishment 2 with metrics]
- [Accomplishment 3 with metrics]

I've also taken on additional responsibilities:
- [Responsibility 1]
- [Responsibility 2]

3. Show Market Research:

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"I've done research on sites like levels.fyi and Glassdoor,
and the market rate for my role and experience level is
[range]. My current salary is [amount], which is [X%] below
market."

4. Make the Ask:

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"Based on my performance and market rates, I'd like to
discuss increasing my salary to [target number]. Is this
something we can work toward?"

5. Be Flexible:

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"I understand if we need to work within budget constraints.
I'm also open to discussing:
- A phased increase
- Additional stock options
- Promotion to [next level]
- Bonus structure
- Professional development budget

What would be possible?"

If They Say No

Don't Give Up Completely:

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"I understand budget constraints. Could we:
- Revisit this in [3-6 months]?
- Set clear goals for what I need to achieve for a raise?
- Discuss a promotion timeline?
- Adjust other compensation (bonus, stock)?

I want to continue growing here, and I'd like to understand
the path forward."

Get It in Writing:

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"Could you send me an email outlining:
- The specific goals I need to achieve
- The timeline for when we'll revisit this
- What success looks like

I want to make sure I'm clear on expectations."

Common Mistakes to Avoid

Mistake 1: Not Negotiating at All

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❌ "Thanks for the offer! I accept!"

✅ "Thank you! I'm excited. I'd like to take a couple days to
review. Could we discuss the compensation?"

Reality: Most offers have $5k-$20k room

Mistake 2: Accepting First Number

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❌ "What's your salary expectation?"
You: "$100k"
Them: "We can do $100k"
You: Great! (You left money on the table)

✅ "What's your salary expectation?"
You: "I'm flexible depending on the total package. What's
the range for this role?"

Mistake 3: Negotiating Too Early

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❌ First interview: "I need $150k minimum"

✅ First interview: "I'm open to discussing compensation once
we determine if this is a good fit"

Mistake 4: Being Too Aggressive

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❌ "I won't accept anything less than $150k"
❌ "That's insulting"
❌ "I'm worth way more than that"

✅ "I was hoping for closer to $150k based on market research.
Is there flexibility?"

Mistake 5: Making It Personal

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❌ "I need $X because I have student loans"
❌ "I need $X because rent is expensive"
❌ "My friend makes more than me"

✅ "Based on market research and my experience, I believe
$X is appropriate for this role"

Mistake 6: Negotiating Without Research

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❌ "I want $200k" (with no justification)

✅ "Based on levels.fyi data showing [range] for this role,
and my [specific experience], I'm targeting $150k"

Mistake 7: Being Inflexible

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❌ "I'll only accept if you give me exactly $150k"

✅ "I'm targeting $150k, but I'm flexible if we can adjust
other parts of the package like stock or bonus"

Language Tips

Diplomatic Phrases

Instead of → Use:

Demanding → Asking:

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❌ "I need $150k"
✅ "I was hoping for $150k. Is that possible?"

Absolute → Flexible:

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❌ "I won't accept less than $150k"
✅ "I'm targeting $150k, but I'm open to discussion"

Negative → Positive:

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❌ "This offer is too low"
✅ "I was expecting something closer to market rate"

Aggressive → Confident:

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❌ "You need to pay me more"
✅ "Based on my research, I believe I bring value that
justifies $X"

Useful Phrases

Expressing Interest:

"I'm very excited about this opportunity"
"I'm really interested in joining the team"
"I'm eager to contribute to [specific thing]"

Asking Questions:

"Is there flexibility in [X]?"
"Would it be possible to [Y]?"
"Could we discuss [Z]?"

Showing Research:

"Based on my research..."
"According to data from levels.fyi..."
"The market rate for this position is..."

Making Requests:

"I was hoping for..."
"I'm targeting..."
"Would you be able to..."

Being Flexible:

"I'm open to discussion"
"I'm flexible on how we structure this"
"I'd like to find a solution that works for both of us"

Buying Time:

"I'd like to take some time to consider..."
"Could I have a few days to think about this?"
"I want to make a thoughtful decision"

Cultural Considerations

American Culture (Direct)

More Direct:

Expected to negotiate
Being assertive is positive
Direct questions about money
Focus on your value

Example:

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"Based on my experience with distributed systems and my track
record shipping features that increased revenue by 20%, I
believe $160k is appropriate for this role. Can we make that
work?"

British Culture (Subtle)

More Subtle:

Less aggressive negotiation
More apologetic language
Softer phrases

Example:

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"I was wondering if there might be any flexibility in the
salary offer? I've done some research and was hoping we might
discuss something closer to £80k?"

Asian Cultures (Hierarchical)

More Formal:

Respect hierarchy
Less direct confrontation
Focus on mutual benefit

Adapt:

Still negotiate (it's expected in Western companies!)
Use diplomatic language
Show respect for their position
Frame as win-win

After Negotiating

They Agreed

Response:

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"Thank you so much! I really appreciate your flexibility.
I'm excited to join the team and contribute to [goal].

Could you send over the updated offer letter? Once I review
it, I'll sign and return it promptly.

Looking forward to starting on [date]!"

They Couldn't Meet Your Number But Got Closer

Evaluate:

Is the new number acceptable?
What's your walk-away point?
Is the gap worth losing the opportunity?

If Accepting:

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"Thank you for working with me on this. While $135k is a bit
lower than I was hoping, I understand the constraints. I'm
excited about the opportunity and I accept the offer.

Could you send the updated offer letter?"

If Declining:

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"Thank you for your flexibility. I really appreciate the time
you've taken to discuss this. Unfortunately, the gap is still
a bit too large for me to accept at this time. I wish you and
the team all the best."

They Didn't Budge

Evaluate:

Is the role worth it anyway?
Are there non-monetary benefits?
What are your alternatives?

Decision Matrix:

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Accept if:
- Great learning opportunity
- Strong team
- Good for career
- No better alternatives

Decline if:
- Significantly below market
- You have better offers
- Shows lack of respect for your value
- You can afford to keep looking

Practice Exercise

Scenario: You receive an offer for $110k, but you want $130k.

Write Your Response:

Thank them
Express excitement
State your research
Make your ask
Be flexible

Example Answer:

code

"Thank you so much for the offer! I'm really excited about
joining the team and working on the new API platform.

I've done some research on levels.fyi and Glassdoor, and the
market rate for a Senior Backend Engineer with 5 years of
experience in Austin is $120k-$140k. Given my specific
experience leading the migration to microservices at my
current company, I was hoping we could discuss a base salary
of $130k.

Is there flexibility in the offer? I'm also open to discussing
other parts of the compensation package if the base salary is
fixed.

I'm very interested in making this work!"

Next Steps

Build your career skills:

Negotiation is a skill that improves with practice. Start by practicing these scripts, do your research, and remember: advocating for yourself professionally is not rude—it's expected and respected.