21 word-for-word scripts for common negotiation scenarios. Find your situation, copy the script, customize with your details.
When you receive an offer and need time to evaluate.
"Thank you so much for the offer—I'm genuinely excited about this opportunity. I want to give it the careful consideration it deserves. Would it be possible to have until [specific date, 1-2 weeks out] to review everything thoroughly?"
Signal interest while opening discussion on terms.
"I'm very interested in joining [Organization]. Before I make a final decision, I'd like to discuss a few aspects of the offer to make sure we're aligned. Would you be available for a call this week?"
Begin the salary negotiation conversation.
"Thank you for the offer. I'm excited about this role and confident I can contribute significantly. Based on my [X years experience/specialized training] and my research on [specialty] compensation in [region], I was hoping we could discuss a base salary closer to $[target]. Is there flexibility?"
When salary is below published benchmarks.
"I appreciate the offer. I've researched MGMA and Medscape data, and median compensation for [specialty] in [region] with my experience is approximately $[amount]. I was hoping we could discuss a base closer to $[target], reflecting both market rates and the value I'd bring."
Discussing RVU-based compensation.
"I'd like to understand the productivity bonus structure better. What percentage of physicians typically hit bonus thresholds? Is there flexibility in the RVU rate or the threshold where bonuses begin?"
Negotiating upfront signing bonus.
"Given the transition costs of relocating and the gap before my first paycheck, would you consider a signing bonus? I was thinking $[amount] would make the transition much smoother."
Deflect premature salary questions.
"I'm flexible on compensation and focused on finding the right fit. I'd love to learn more about the role and full package before discussing numbers. Could you share the range you've budgeted?"
When CME allowance is below standard.
"I'm committed to staying current and maintaining board certification. Standard CME allowance for [specialty] is around $5,000-$7,000 annually. Would there be flexibility to increase to $[amount]?"
When moving for a position.
"I'm excited about relocating. I've gotten estimates—moving services, temporary housing, and travel will be approximately $[amount]. Would you cover relocation up to that amount?"
When PTO is below expectations.
"I noticed PTO is [X] days. Given my [X] years of experience and role intensity, I was hoping for [Y] days, more in line with physicians at my level. Is there flexibility?"
When you have significant educational debt.
"Loan repayment is a factor in my decision. I noticed it wasn't in the initial offer. Is this something you offer, or would there be flexibility to include a loan repayment component—perhaps $[amount] annually for [X] years?"
When non-compete is too restrictive.
"I've reviewed the non-compete and am concerned about the [X]-mile radius and [Y]-year duration. Given my family ties here, would you consider reducing to [Z] miles or [W] year(s)? I'm committed but want flexibility if circumstances change."
Critical for claims-made policies.
"The contract specifies claims-made malpractice coverage. Who is responsible for tail if I leave? Tail can cost $50,000+. Would you cover it if I'm terminated without cause, or after [X] years?"
When notice periods are unequal.
"The contract allows [X] days notice for termination by the organization but requires [Y] days from me. Would you consider making this mutual—perhaps [Z] days for both parties? This is standard in contracts I've reviewed."
When they claim budget limitations.
"I understand there may be budget constraints. Are there other ways to bridge the gap? A signing bonus, earlier review, enhanced productivity bonus, additional CME, or extra PTO? I'm flexible on how we reach a total package that works."
When they cite internal equity.
"I completely understand internal equity. However, I bring [specific differentiator]. I'm not asking for more than peers with similar qualifications—I'm asking to be paid appropriately for what I bring."
When they resist changes.
"I appreciate you have standard terms. I'm not asking to rewrite the contract, but [specific item] is important to me. Is there a process for requesting modifications, or someone else I could speak with?"
When they present an ultimatum.
"I appreciate you being direct. Before my decision, I want to understand—is there truly no flexibility on [specific item], or is this specifically about salary? I'm very interested and want to make this work."
When you're ready to say yes.
"Thank you for working with me on the terms. I'm excited to accept and join [Organization]. I'll look forward to receiving the revised contract with our discussed changes, and I'll sign promptly."
When you need to turn down an offer.
"Thank you for the offer and your time throughout this process. After careful consideration, I've decided to pursue a different opportunity that's a better fit for my goals. I have great respect for [Organization] and wish you well."
Get verbal agreements documented.
"Before we finalize, I want to confirm we're aligned: [list negotiated items]. Could you send an updated offer letter or addendum reflecting these changes before I sign?"
Research MGMA, Medscape, and Doximity before negotiating. Know the median and range for your specialty in your region.
Phone or video allows real-time dialogue. Email can come across as impersonal or demanding.
Reading scripts isn't enough. Practice until they sound natural. Record yourself or role-play with a friend.
Verbal agreements mean nothing. After any negotiation, send an email summarizing what was agreed.
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