Should you negotiate salary by email or phone?
Email is often the better medium for salary negotiation — for both the candidate and the employer. Here is why:
Advantages of email:
- You can craft a precise, professional request without the pressure of real-time conversation
- The recruiter has time to check with their team before responding
- You have a written record of the offer and your counter
- You are less likely to say something awkward under pressure
When phone is better:
- You already have a strong relationship with the recruiter
- The negotiation is complex (multiple components, equity, start date, etc.)
- The offer is time-sensitive and email response may be too slow
In most cases, starting with a counter-offer email and being ready to follow up by phone is the right approach.
How much can you realistically negotiate?
Research consistently shows that most job offers have negotiation room built in. Employers typically expect candidates to negotiate:
Typical negotiation range:
- Entry-level roles: 5–10% above initial offer
- Mid-level roles: 10–20% above initial offer
- Senior/specialised roles: 15–25% above initial offer
What the data says:
- 85% of people who negotiated their last salary offer received at least some increase (Fidelity Investments research)
- The average increase from negotiation is 5–10%
- Fewer than 5% of offers are rescinded because a candidate negotiated
What you can negotiate beyond base salary:
- Signing bonus (often has more flexibility than base salary)
- Equity / stock options (for startup roles)
- Remote work arrangement or relocation assistance
- Start date
- PTO or vacation days
- Title (affects future salary negotiations)
- Performance review timeline (e.g., request a 6-month review instead of annual)
Salary negotiation email — the complete template
Use this template after receiving a written offer. Adapt the bracketed sections to your situation.
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Subject: Re: [Job Title] Offer — [Your Name]
Hi [Recruiter Name],
Thank you so much for the offer — I am genuinely excited about the opportunity to join [Company Name] as [Job Title] and contribute to [brief mention of team/product/mission].
After carefully reviewing the offer, I would like to discuss the base salary. Based on my [X years of experience in Y / specific skill / market research], I was expecting a base in the range of [target figure]. Would [Company] be able to come to [specific number]?
I am confident this is a strong mutual fit and I am very motivated to make this work. I look forward to your thoughts.
Best,
[Your Name]
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Key principles in this template:
1. Express genuine enthusiasm first — this is not a threat, it is a collaborative conversation
2. Name a specific number, not a range — ranges get rounded down to the lower end
3. Anchor with a reason (experience, market data) — not just "I want more"
4. Keep it short — negotiation emails longer than 3 paragraphs lose focus
Use the salary negotiation email generator to get a personalised version based on your role and situation.
Counter-offer email after the first rejection
If the employer comes back with a smaller increase than you requested — or says no to base but can offer something else — this is how to respond:
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Subject: Re: [Job Title] — Follow-up
Hi [Recruiter Name],
Thank you for getting back to me. I appreciate the transparency.
I understand base salary may be constrained. Would there be flexibility to discuss [one specific alternative: signing bonus / additional PTO / earlier performance review / remote work arrangement]? I think that would bridge the gap and I would be ready to sign.
I remain very enthusiastic about the role and the team — I just want to make sure we find an arrangement that works well for both sides.
Best,
[Your Name]
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Why this works: You are not backing down — you are pivoting to a different lever. This keeps the conversation moving while showing good faith.
What not to say in a salary negotiation email
Avoid these common mistakes that undermine your negotiating position:
Never say: "I need more because my rent went up / I have student loans." Personal financial need is not a reason an employer should pay you more — your market value is.
Never give a range when asked what you want. "I am looking for somewhere between $80k and $90k" always gets rounded to $80k.
Never apologise for negotiating. "I am sorry to ask, but..." signals that you feel uncomfortable, which weakens your position.
Never accept immediately. Even if the first offer is strong, asking for one business day to review is professional and expected.
Never threaten to walk away unless you mean it. Bluffing damages trust and can lead to an actual rescinded offer.
Never negotiate more than twice on the same component. One ask, one counter if needed, then decision. More than that shifts from professional to difficult.