Cover of Never Take the First Offer, the salary negotiation book by Interview Clozo

The Salary Negotiation Book

Never Take the First Offer

300+ word-for-word scripts to get paid what you’re worth, from the recruiter’s first call to the signed offer.

  • 370+ word-for-word scripts, by stage, channel and situation
  • 140+ answers to the pushback you’ll actually hear
  • 45+ worksheets and checklists to plan your numbers
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Real pages from the book. Script cards, the salary expectations question on one page, and a worksheet you fill in on screen or print. Open a page to read it full size.

Most people don’t ask. Employers expect it.

Most people don’t ask

59% of US employees accepted the salary they were first offered at their current or most recent job, and did not negotiate: 68% of women and 52% of men.

Source: Glassdoor survey conducted online by Harris Poll, March 2016: 2,015 US adults, 950 of them employed (press release, May 2016). As printed in the book, p. 15.

Employers expect it

84% of employers in a 2013 survey said they always expect job applicants to negotiate salary, and 73% said they are not offended when people negotiate.

Source: Salary.com, “Salary Negotiation: Separating Fact from Fiction”, September 2013: three surveys of more than 1,000 employees and employers combined (sample sizes per survey not stated). As printed in the book, p. 12.

Never take the first offer. Here is exactly what to say instead.

What’s inside

500+ pages in 60 chapters: 370+ scripts, 140+ pushback answers and 45+ worksheets and checklists.

  • Foundations — how offers are really made, your four numbers, researching your market value, total compensation decoded
  • The psychology — who should go first, precise numbers and target-first ranges, aiming high without blowing up the deal, questions, silence and concessions
  • Communication craft — phone, video, email or message; who’s across the table; warm on the person, firm on the number
  • Scripts, stage by stage — the salary expectations question, the recruiter screen, the interview loop, the offer call, the written offer, the counter, the pushback bank, closing and accepting
  • What to ask for, beyond base — level and title, sign-on bonuses, equity, bonus, flexibility, growth, protection for senior roles
  • Special situations — competing and exploding offers, lowballs, startup offers, first jobs, after a layoff, executive offers, raises and promotions, contractors
  • Industry, level and country playbooks — tech, finance, sales, healthcare and the public sector; first job to executive; the US, UK, Canada, Australia and the UAE
  • Toolkit — worksheets, checklists and decision trees, the 25 costly mistakes, the script index

Flip through the book

The Negotiation Map. Every stage, with the one script to know. Start here, p. 8.
Quick Start card. From the first call to the offer, on one page. p. 9.
The offer call. “Can you accept today?” and every reply. p. 221.
Country playbooks. The UK chapter opens with your offer, part by part. p. 460.
Decision trees. Counter or accept? p. 492.
Costly mistakes. Each one, stage by stage, with its fix. p. 496.

Two full sample scripts

Sample script · Recruiter screen

Ask for their range first

When: You understand the job but don’t yet know their budget, and no range has been posted.

Before I name a number, could you share the range budgeted for this role? That way we both know quickly whether we’re aligned.

If they say “It depends on the candidate. What are you looking for?” you say: That makes sense. Roughly where does the band sit for this level? I just want us both to know we’re in the same range before we invest more time.

Why it works: Asking costs nothing and often works: many recruiters share a band because it saves everyone from interviews that can’t end in a deal.

Sample script · Recruiter screen

Park the number until you know the job

When: An early call, before you know the level, the scope (how big the job is) or the package, and no range is posted.

Happy to talk pay. I don’t know the level and scope well enough yet to give you an accurate number. What range have you budgeted for this role?

If they say “Just a ballpark?” you say: Happy to. What’s the band for this level? Then I can tell you where I’d sit in it.

Why it works: Without the level or the budget, any number is a guess, and the side without market information does better by not opening first.

Later in the same conversation

Sample script · Offer call

“Can you accept today?”

When: The recruiter asks you to accept on the call, or asks, “Can I tell the team you’re in?”

I’m really excited about this, and I want to give it the attention it deserves. I’ll come back to you by [a specific date, a day or a few days away] with any questions and my decision. Does that work for you?

If they say “The offer is only open until [a short deadline].” you say: Thanks for telling me. What’s driving that date? It’s a big decision, and I’d like until [your date] to do it properly.

Why it works: Commit to a date, not to the offer (Qureshi; Lerner); employers expect candidates “to take a little time to think over their offer” (PON).

Sample script · The counter

Send your counter by email

When: You have the full offer in writing, and you’re making one main ask, usually the base.

Most of the offer looks great, and I’d like to discuss the base. The offer’s base is [their figure]. Based on [one reason you can source], I’m asking for a base of [your stretch].

If they say “That’s above our range.” you say: Thanks for telling me. Which part has room: the base, a sign-on or the level?

Why it works: Short, firm wording drew better counteroffers than warm, hedged wording.

What negotiation help costs elsewhere

Levels.fyi’s Standard negotiation package costs $1,250 and includes “personalized negotiation scripts.” levels.fyi/services, as listed on September 26, 2026.

Independent negotiation coaches charge $4,000 plus 10% of the increase they negotiate, according to IGotAnOffer’s roundup of salary negotiation services, as listed on September 26, 2026.

Never Take the First Offer is a book, not coaching. It’s yours free when you Start Free Trial and sign in on the Mac app.

How to get it

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That was one window and one round — and every earlier answer stayed one keystroke away.

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Book coverBonus: Never Take the First Offer, our salary negotiation book (PDF), emailed when you sign in on your Mac.

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/month

  • 4,000 generations a month — more than 1,300 fully answered questions

Book coverBonus: Never Take the First Offer, our salary negotiation book (PDF), emailed when you sign in on your Mac.

The free trial runs on the plan you pick: up to three interviews (50 minutes each) or 14 days, whichever comes first. When it ends, your plan starts and is charged automatically at the price above — 14 days after you start (we show the exact date before you pay), or sooner if you start a 4th interview. We email you 7 and 3 days before. Cancel any time before then from your account page and you pay nothing.

Questions

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3D illustration of Never Take the First Offer, the salary negotiation book by Interview Clozo: a tall pile of thick copies with one copy leaning against it, and a second pile beside it
Bonus: Never Take the First Offer, our salary negotiation book (PDF), emailed when you sign in on your Mac.

Ready for your next money conversation?

  • 500+ pages
  • 60 chapters
  • 370+ word-for-word scripts
  • 140+ pushback answers
  • 45+ worksheets and checklists
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