Script 1: The recruiter screen
Recruiter: "What are your salary expectations?"
You: "I'd rather understand the role and the team first before locking in a number — I want to make sure we're a fit. Do you have a budgeted range for this role?"
If they push: "For roles at this level in [city / remote US], I've been seeing bands in the $X–$Y range. Where does this role sit in that band?"
Never give a number first if you can help it. If you must, give a range whose bottom is your target.
Script 2: The verbal offer
Recruiter: "We'd like to offer you $180K base, 0.15% equity, 15% bonus target."
You: "Thank you — I'm really excited about this. Can you send that over in writing so I can review it carefully? I'll come back to you within [2 business days] with any questions."
Do not accept, decline, or negotiate on the call. Get it in writing. Buy yourself time.
Script 3: The counter
Hi [recruiter], thanks again for the offer. I've had a chance to sit with it and I'm very interested. Based on the scope of the role, my experience with [specific thing], and comparable offers I've seen at [tier of company], I'd feel comfortable moving forward at:
- Base: $205K
- Sign-on: $25K
- Equity: 0.20%
Everything else in the offer works for me. If we can get to those numbers, I'm ready to sign this week.
Three levers, not one. Base is the hardest to move; sign-on is the easiest; equity varies wildly. Always give the recruiter a way to say yes ("ready to sign this week").