[gangst]

In your script, you have:

> You: This is a really great offer because [a sentence or two about why you want to work for them.]. But I was really looking for a little higher compensation.

> Then, this is the most important part: they need to speak next. You have to be silent until they respond. They will give you one of three responses:

At which point you list the three responses. But the most common (in my experience) response is missing: "Okay, what were you thinking for salary?".

[GavinB]

I'd say name a number or range 15-25% above the offer. Or even just "I was hoping for 15-20% more." Thanks, I'll add this.

The point is just to ask for what you want. Often people will give it to you just for asking. It took me a long time to figure this out!

[carmaa]

Never name a range. Ask for 15, 20 or 25% more, based on what you want.

If someone comes to me asking for 15-20% more, I'm going to offer them something below the low end of the range. You're essentially giving away 5% for free.

[lawnchair_larry]

Always name a range. Bound it on the low end by your minimum. Otherwise you're essentially removing their ability to give you n% for free.

In a few cases, I've seen offers come back right in the middle of the range, when I was expecting the bottom. Free money!

Ideally, have 2 offers that are aware of each other and name the range. They won't both come back with the bottom number. At least, not in this market. They've wasted a ton of time and need to hire someone, so they're going to make their offer count. Internal recruiters have performance-based metrics too, and while I'm sure getting a better deal on a hire looks good, failing to fill positions is not good.

[wikwocket]

Good addition to a great writeup, but you might want to revise the surrounding text. A lot of it still refers to there being just 3 options.