Negotiation playbook
They countered your counter. Now what?
They came back with a better number. This is the moment most negotiations are quietly won or lost — not on the first counter, but on the reply to the counter-counter. The rules change here: you already named your number, they already moved toward it, and everything that remains happens inside that corridor. Your reply is either a clean acceptance or exactly one more push — never a new, higher ask.
The corridor
Everything left to negotiate lives between their new number and your original ask. Never ask above your original number — a second, higher ask reads as moving the goalposts, and it's the fastest way to turn your internal advocate into an adversary. Don't split hairs at the bottom either: if the remaining gap is small, weigh the relationship cost of another round against dollars that a signing bonus could cover in one line.
One push, maximum. Then take the yes or make your decision. Serial counters after real movement destroy the trust your first email built.
Hi [Recruiter's first name],
That works — thank you for making it happen. I'm accepting at $[their new number] base, and I'm excited to get started on [start date].
Could you send the updated offer letter when it's ready? I'd like the final numbers in writing so we can both close this out cleanly.
Looking forward to it.
Best,
[Your name]
Hi [Recruiter's first name],
Thank you for going back on this — I know it takes real effort on your side, and the move to $[their new number] means a lot.
We're close. When I raised $[your original ask], it was anchored to the market for this role rather than a wish number, and that case still holds. If you can get base to $[a number inside the corridor — above their move, no higher than your original ask], I'll sign as soon as the paperwork is ready.
Either way, I'm glad we're working through this directly.
Best,
[Your name]
Find your landing zone
Enter the two numbers already on the table — no data leaves your browser.
Why this wording works
Appreciation for the movement is strategic, not polite
Their improved number cost someone internal capital. Acknowledging it keeps that person spending capital for you — ignoring it tells them the effort bought nothing.
“When I raised $X” re-cites your own anchor
The push doesn't introduce a new number into the negotiation — it points back at the one already on the table. No goalposts move, so no trust breaks.
The close is a commitment, not a condition
“I'll sign as soon as the paperwork is ready” gives them a concrete, immediate win for saying yes. It's the difference between a push and a standoff.
Acceptance happens in writing
The updated-letter line converts a verbal yes into a document. Comp agreed verbally and never papered is a known failure mode — close it in the same email that accepts.
What not to write
Asking above your original number
Moving the goalposts after they moved toward you reads as bad faith — it's among the most-cited triggers in recruiter rescission stories. Your first ask is your ceiling for the rest of the negotiation.
Going quiet for days after their move
They spent capital to move; silence now reads as games. If you need time, say so with a date — one line buys you the days without the damage.
“Let's just meet in the middle” as your opener
Reflexively splitting the difference concedes half the corridor before they asked for it. If you push, push to a chosen number and justify it — don't donate the midpoint.
Accepting, then asking for one more thing
Once you've said yes, negotiation is over. The post-yes ask is the single most reliable way to sour a start — or lose one.
If they push back
“This is really our final number.”
Then decide — don't nudge. If it's inside the corridor and above your floor, take the yes graciously. If it isn't, that's a walk-away decision, not an email-wording problem.
“We need your answer today.”
A tight deadline after THEIR move is usually real — budgets and competing candidates exist. Ask for what you actually need (“end of day tomorrow”) and then decide. Don't perform deliberation you've already finished.
Frequently asked questions
Can I counter twice?
You can push once after they move — that's the second round, and it's normal. A second push after a second move is almost never worth it: the remaining dollars are small, and the relationship cost compounds. One push, then a decision.
They only came up a little. Should I accept or push?
That's a verdict question, not a percentage question: it depends where their new number sits against the market band for your role and metro — and against your own floor. If their number reaches the band's middle or your original ask, the graceful accept usually wins. The full report computes the exact accept line for your offer.
What if they came back at exactly my number?
Accept — warmly, in writing, and stop negotiating. Getting your number and then asking for more is the most-documented rescind trigger there is.
The corridor tells you where the conversation lives. The verdict tells you where to land in it.
Your situation
- The standard counter
- Lowball offer
- Competing offer
- They countered back(this page)
- Declining gracefully