Most candidates leave money on the table not because they lack leverage, but because they do not know what to actually say in the moment. Having a script ready removes the improvisation that makes negotiation feel so uncomfortable.
When asked for your current or expected salary early in the process, before you have an offer: "I would rather learn more about the role and scope first so we can align on a number that reflects the actual responsibilities — what range has the team budgeted for this position?" This redirects without refusing to engage.
When you receive an offer below what you hoped for: "Thank you for the offer, I am excited about the role. Based on my research and experience with [specific skill], I was expecting something closer to [target number]. Is there flexibility here?" Naming a specific number, not a vague "more," gives them something concrete to respond to.
If they say the number is fixed: ask about the components around it instead — signing bonus, additional PTO, a compressed review cycle for the next raise, remote flexibility, title. Negotiation does not have to be only about base salary.
The single highest-leverage move is having a competing offer or a clear internal benchmark, but even without one, silence is a legitimate negotiation tool. After stating your number, stop talking. Letting the pause sit is uncomfortable, and it works.
