Salary negotiation scripts that actually work in Australia

Most people either don't negotiate their salary at all or they do it in a way that feels so uncomfortable they accept the first number just to end the conversation.

I spent almost 20 years sitting between candidates and employers during offer negotiations. I've seen what works and what doesn't. And the truth is, the negotiation is almost always less scary once you have the words.

Here's what I know.

First - when to negotiate

Always at the offer stage. Not during the interview when someone asks what salary you're looking for (give a range, not a number), not before you've received an actual offer. Wait until the offer is on the table before negotiating the terms.

Once an offer is made, you have more leverage than at any other point in the process. They want you. That matters.

The most important thing to do before you negotiate

Know your number. Not a vague range in your head - an actual number based on actual research.

Check Seek's salary insights for your role and location. Talk to recruiters in your industry (we love these conversations - it's genuinely part of what we're here for). Look at what similar roles are advertising. The more data you have, the more confident you'll sound.

Script 1: Asking for more on a base salary offer

"Thank you so much - I'm genuinely excited about this role and the team. I was hoping we might be able to get to [your number]. Based on my research and the scope of the role, I think that's where the market sits for someone with my background. Is there any flexibility there?"

Then stop talking. Silence is your friend here. Let them respond.

Script 2: When they say the salary is fixed

"I completely understand. Can I ask - is there flexibility on any other elements of the package? I'm thinking about things like [additional leave / work from home days / professional development budget / performance review timing]."

Salary isn't always the only lever. Start date, title, review timing, and flexibility are all negotiable more often than people realise.

Script 3: When you have a competing offer

"I want to be transparent with you - I do have another offer I'm considering. But this role is genuinely my preference and I'd love to make it work. If you're able to get to [number], I'm ready to accept today."

Only use this if it's true. And if you use it, be prepared to follow through either way.

Script 4: The counter-offer from your current employer

This one isn't a negotiation script — it's a warning.

If your current employer offers you more money to stay after you resign, the research is consistent: the majority of people who accept a counter-offer leave within 12 months anyway. The reason you were looking hasn't changed. The money might have, temporarily.

Ask yourself: if they could pay me this much, why weren't they already?

The thing nobody tells you

Negotiating doesn't make you look greedy or difficult. It makes you look like someone who knows their worth. Hiring managers expect it. In my experience, the ones who negotiate professionally are often viewed more positively - it signals confidence and commercial awareness.

The only negotiation that damages the relationship is one that's aggressive, unrealistic, or that goes on past the point where a deal is genuinely possible.

Make your case once, clearly. If they can't meet you there, decide if the role is still right for you. Don't negotiate past yes.

Career Kit includes a full salary negotiation module with exact scripts and frameworks — including how to handle the most common objections. Everything I'd tell a candidate I'm personally representing. careerkit.com.au.