Salary Negotiation Script Protocol

A step-by-step protocol for negotiating salary, from the initial offer through to final agreement. Pre-negotiation: (1) Research your market value using 3+ sources (Glassdoor, Levels.fyi, industry surveys, trusted peers). Identify the range — know the 25th, 50th, and 75th percentile for your role and location. (2) Set your target (75th percentile or higher if your qualifications warrant it) and your walk-away point. The negotiation script: (3) When the offer comes, express enthusiasm first: 'I'm really excited about this role.' (4) Don't accept immediately, even if you love it: 'I'd like to take a day to review the full package.' (5) Counter with a specific number, not a range: 'Based on my research and the value I'd bring, I'm looking for $X.' Anchor high — your first number should be 10-15% above your target. (6) If they push back: 'I understand there are budget constraints. What flexibility do you have?' (7) Negotiate the full package: If salary is firm, negotiate signing bonus, equity, vacation, remote work, review timeline, title, or professional development budget. (8) Get everything in writing before accepting.

When to use it

Every job offer. Every promotion conversation. Annual review discussions when merit increases are being determined. When taking on significant additional responsibilities that warrant compensation adjustment. When you have received a competing offer that can serve as leverage.

How it can help

Addresses the reality that failing to negotiate a job offer costs the average professional $500K-1M in lifetime earnings due to the compound effect of a lower starting salary. Most people don't negotiate because they lack a script — they fear being perceived as greedy or having the offer rescinded (which research shows happens in less than 1% of cases). This protocol provides the exact words to use. The 'full package' step is critical — people who only negotiate salary leave significant value on the table.