Almost every offer has room. Hiring managers expect a counter and budget for it. The people who do not ask leave money on the table, sometimes a lot of money. Here is how to ask without breaking the deal.
Do your homework before they make the offer
By the time the offer call happens, you should already know three numbers: the salary range for similar roles in your area on Levels.fyi or Glassdoor, the bottom of the range you would accept, and the number you would be thrilled with. If you do not have those three, you are negotiating blind.
The first call
Recruiters often ask "what are you looking for?" early in the process. Do not give a number unless you have to. Try: "I am open. What is the range you have budgeted for the role?" Most of the time, they will tell you. If they push, give a range that has your thrilled number as the bottom.
When the offer comes in
Whatever number they say, do not accept on the call. Say something like: "Thank you, that is a strong offer. I want to take a day to look at the full package and get back to you." That is it. You have given yourself room to think and signaled you are taking it seriously.
The script
Once you have your counter, send it in writing. Email is fine.
Hi [Name],
Thank you again for the offer. I am excited about the role and the team.
Before I sign, I wanted to ask if there is room to move on base salary. Based on what I am seeing for similar roles at companies of this size, I was hoping we could land closer to [your counter, which should be 10 to 20% above their initial offer if you have data to back it].
If base is fixed, I am also open to talking about [signing bonus / equity / extra PTO / start date]. Happy to discuss on a call if that is easier.
Thanks,
[You]
Three things this script does: it stays warm, it gives them options (not just yes or no on salary), and it puts a specific number on the table.
What to negotiate besides base
Base is the obvious one. But also fair game: signing bonus, equity grant, vesting schedule, PTO, remote flexibility, start date, professional development budget, equipment, title. Sometimes the company cannot move on base but will give you $10k in signing.
The homework before any of this works
The leverage is having walked in. The leverage is having other options, or appearing to. If this is your only offer, your counter is smaller and softer. That is fine. Even a small counter usually moves the number. You almost never lose an offer for asking politely once.