Make a clear counteroffer
Combine enthusiasm, evidence and a specific prioritized ask.
Goal and context
Combine enthusiasm, evidence and a specific prioritized ask.
Original teaching material. All numerical examples are hypothetical, not live market benchmarks. Adapt scripts to your actual situation; no messages are sent from this course.
What, when, why and how
A specific request
- what
- A counteroffer identifies the term, target and reason.
- when
- You understand the written package and want a change.
- why
- Could you do better gives the reviewer little guidance.
- how
- Lead with interest, state relevant evidence and one primary adjustment, then name acceptable alternatives. Leave room for internal approval.
Example: Ask for annual base [X] rather than an undefined total when recurring cash is the priority.
Package trade-offs
- what
- Different terms address different problems and approval constraints.
- when
- Base, equity, signing or start-date flexibility vary.
- why
- A one-time bridge does not erase a recurring gap, and extra uncertain equity cannot guarantee living-expense cash.
- how
- Explain the underlying priority, evaluate alternatives year by year and keep conditions visible.
Example: A signing adjustment may cover forfeited near-term pay if documented; it should not be counted as recurring base.
Written follow-up
- what
- A concise recap records what was requested and what remains open.
- when
- After a recruiter call.
- why
- Memory and internal forwarding can distort numbers or conditions.
- how
- Send an accurate summary only after reviewing it, with currency, annualization and next-step date. Avoid attaching confidential competing documents by default.
Example: List base, requested adjustment, alternatives discussed and the agreed review date.
Worked example
Synthetic request: base 2,400,000 instead of 2,250,000, grounded in applicable scope and evidence. The candidate asks whether approval is possible and evaluates any signing/equity alternative separately.
Conversation example
Thank you for the offer. I am enthusiastic about [specific scope]. Based on [relevant evidence], would it be possible to bring [term] to [target and units]? My priority is [reason]. If that is constrained, I would be open to discussing [alternative]. What would the review process look like?
Replace bracketed placeholders with truthful details. Review any draft yourself before choosing whether and how to communicate it.
Mistakes and follow-ups
- Frame a counteroffer as an ultimatum you are not prepared to honor.
- Add a new nonessential demand every time the employer responds.
- Quote a percentage without checking the resulting actual package.
Engineer: How long should the request be?
Long enough to state interest, reason and ask; avoid turning it into a complete career history.
Senior: Should I negotiate every component?
Prioritize the terms that materially affect your decision and present them coherently.
Staff: How do I avoid a transactional tone?
Connect the ask to scope and shared alignment while being explicit about the package needed to accept.
Practice and self-review
Write a 120-word counteroffer, then say it aloud in 60 seconds.
Reveal worked answer guidance
The request should be clear enough to forward to an approver and honest enough to defend under follow-up questions.
Check your response for accurate units, real evidence, a prioritized ask, a genuine alternative and a clear next step.
Sources and scope
Harvard MCS: Evaluating and negotiating offers ↗ · Reference checked 2026-10-18
Career-services reference for offer evaluation, preparation and negotiation conversations; original lesson scripts and examples are authored for this course.
This course teaches preparation and communication. It provides no live pay ranges, employer guarantees, tax calculations or personalized legal/investment advice. Governing documents and local rules determine actual award and employment terms.