Skip to content
Role Trackr
Log inGet early accessEarly access

Three numbers: negotiate the offer

Lesson 12 of 12 · Part 4 of 4

Top reps know their floor before negotiation starts. You should too. Walk in with three numbers: what you want, what you'll accept, and the absolute floor. The candidate who knows their numbers wins. The one who improvises gets undersold.

from sales · closing7 min

The biggest mistake, accepting on the call

The offer comes through. You're excited. The recruiter says "we'd love to get this wrapped up by Friday." You say yes on the phone.

You just left $10K–$50K on the table. Always, always, say "thank you, I'm thrilled, can I take 24–48 hours to review." Then negotiate.

The candidate who said yes on the phone left money on the table. Always. Without exception.

Your three numbers, write them BEFORE the call

Critical: If you don't write the floor down BEFORE the offer call, an excited recruiter will talk you below it.

The three scripts

Script 1 · The 24-hour ask (use this every time)

"Thank you so much, I'm genuinely excited. This is a big decision, so I'd love to take 24–48 hours to review the full package and come back with any questions. Can we plan to talk Wednesday?"That's the whole thing. Then hang up. Don't apologize. Don't fill silence. They will say yes.

Script 2 · The counter (after you've reviewed)

"I really want to make this work, I'm excited about the role and the team. Based on my experience and the market for this level, I was hoping to land closer to [WANT number].What flexibility is there on base? And if base is locked, are there levers in equity, sign-on, or a faster review cycle?"Then stop talking. Do not fill the silence. Whoever speaks first loses.

Script 3 · The competing-offer move (only if true)

"I want to be transparent, I'm in late stages with another company that's likely to come in around [their range]. You're my first choice and I'd say yes today at [your WANT].Is that something you can make work?"Use this only if you have a real competing offer. Bluffing always blows up.

Beyond base salary, what to negotiate

Lock in your numbers

  1. Prompt 1 of 4

    WANT / ACCEPT / FLOOR. Specific dollars. Total comp (base + bonus + equity-per-year).

  2. Prompt 2 of 4

    Make it sound like you, but keep the structure.

  3. Prompt 3 of 4

    Use your WANT number. Pick which non-base levers you'd also raise.

  4. Prompt 4 of 4

    What does the right offer look like? When do you accept on the spot? When do you walk? Lock it before emotion enters.

Saved on this device as you type.

Want Shep working your search? Add your email and we'll let you know when you're in.

We'll email your invite and product news. Privacy

You finished the Playbook. Twelve lessons. One whole job search, run like a process. Take the playbook into your next search, and the one after that. Every system you just built compounds.