The salary negotiation conversation, scripted (but not robotic)

Exchange 1 — "What are you looking for?"

Them: "What are your salary expectations?"

You: "I am flexible and want to understand the role better before I lock in a number. What range do you have budgeted for this level?"

They will almost always give you a range. If they push back ("we prefer to hear your number first"), give a wide range based on market data you have researched, not a single number.

Exchange 2 — "Here is the offer"

Them: "We would like to offer you $X base plus Y equity plus Z bonus."

You: "Thank you — I appreciate the offer. Can I take 24 hours to review the full details and come back?"

Never accept the first number on the call, even if it is good. 24 hours costs you nothing and gives you leverage and perspective.

Exchange 3 — "Here is my counter"

You (email): "I am excited about the role and think we are close. Based on [role scope / my experience / another offer], I would be able to accept at $X+delta base. Everything else in the offer works for me."

One counter, one specific number, one reason. Avoid a 5-item list — it makes you look uncertain about what matters most.