You got the offer. Say thank you and take a breath. Then remember: the first number is rarely the final number. We place candidates across the US and Canada every week, and most offers move — in base, bonus, or terms — when the candidate asks well.
Why almost every offer has room
Hiring managers build offers inside a salary band, and most first offers sit in the lower half of it. That often leaves 5 to 10 percent of room on base. Sometimes base is capped by internal equity — what current teammates earn. You're still not stuck. Signing bonuses, PTO, remote days, and start dates usually live outside that cap. Negotiate the whole package, not one line.
The 24-hour move: gratitude plus one question
Never negotiate on the offer call. Within 24 hours, send a warm, specific thank-you. Then ask one question: "Can you walk me through how you landed on this number?" The answer maps the terrain. If it's about the band, base can move. If it's about internal equity, aim at bonus and benefits instead. Ask for 2 to 3 business days before you respond.
Three scripts you can use tonight
What never to do
- Issue an ultimatum. "Match this or I walk" ends more conversations than it wins.
- Explode your own deadline. If you promised an answer Thursday, answer Thursday.
- Negotiate twice. Bundle every ask into one counter, get the yes, and sign.
- Invent a competing offer. Recruiters compare notes, and bluffs surface fast.
Done well, negotiation takes one email and one call. It typically adds 3 to 7 percent to first-year compensation, and it starts the job on a note of mutual respect. Working with one of our recruiters? Ask for the band. We'll tell you.
Director, Canada Operations, Harbor Recruitment