This sample negotiation script is adapted from AAUW’s Work Smart salary negotiation workshop.

Olivia (candidate): Hello! Thank you for meeting with me today. I am so excited to talk about your offer and review the details about joining your organization. There are three items I’d like to discuss.

Maya (employer): Well, we think you are an excellent candidate for the position and would fit in well at our company. Given that, we hope you will accept our offer of $98,000 a year plus benefits.

Olivia: Thank you. I am confident I will bring value to your organization. According to my research, the market rate in the area for someone in this position with my demonstrated skill set is $100,000–110,000 per year. Would you consider an offer within that range?

Maya: Hmm. Going above $98,000 is close to the maximum salary I can offer for this position.

Olivia: I appreciate that. However, given my experience reducing expenses and increasing revenue by 15 percent in my current position, I hope we can work together to come to a salary that reflects my qualifications.

Maya: You are very qualified, and we are impressed with your track record. The best I can offer you is $102,000.

Olivia: Thank you. I also wanted to discuss the work schedule. I am hoping to work 4 10-hour days a week instead of 5 8-hour days. What kind of work schedule flexibility is there?

Maya: Oh unfortunately we don’t have flexibility on work schedules for new hires. All new employees go through a probationary 6-month period, after which we can discuss changes to your work schedule.

Olivia: I see. Thanks for letting me know about that policy. I’m also interested in discussing what benefits are available.

Maya: Sure. What are you looking for?

Olivia: Do you offer funding for professional development that would enhance my work and increase my value to the organization?

Maya: Yes, we can offer you up to $1500 toward professional development annually. 

Olivia: Thank you! This is a very generous offer. Can I please get this in writing and get you an answer by the end of the week?

Maya: Absolutely!