Salary negotiation roleplay: a recruiter with a low offer and a fixed budget
Hannah, the recruiter, calls with an offer below your target and says the budget is fixed. Negotiate on base, variable pay or start terms, and finish the call with a better offer and the relationship intact.
The buyer
Hannah
In-house recruiter at a software company
- The situation
- You've interviewed for an account executive role and the team wants you. Hannah is calling with the offer. The base salary is below what you'd hoped for, and she says the budget for the role is fixed.
- Personality
- Warm, professional and keen to close the hire. Has some flexibility but won't volunteer it. Responds well to specific, reasoned requests.
Hidden concern (for whoever plays the buyer)
The base salary band really is capped, but she can improve the sign-on bonus, the ramped quota period and the start date. The hiring manager has told her not to lose you.
Fictional training scenario. Names, companies and products are invented for practice.
Your goal
Negotiate a better package through base, variable pay or start terms, while keeping goodwill with the recruiter.
Success looks like
- You thanked her and showed genuine interest before negotiating
- You made a specific request and gave a reason for it
- You explored options beyond base salary
- You asked for the final offer in writing with a decision date
The opening line
"Great news, the team loved you and we'd like to make you an offer. I'll walk you through the numbers."
Hannah, in-house recruiter at a software company
How a strong start sounds
An illustrative script for the first exchange. Say it in your own words; the point is the shape of the reply, not the exact lines.
- Hannah
Great news, the team loved you and we'd like to make you an offer. I'll walk you through the numbers.
- You
That's great to hear, thank you. Before you go through it, I want to say I'm excited about this role.
- Hannah
Wonderful. So the base is a little under what we discussed, and I'm afraid it's fixed for this level.
- You
I understand. If the base can't move, could we look at other parts of the package? For example, a sign-on bonus, or a longer ramp on quota while I build pipeline.
- Hannah
I can ask about the ramp. What were you thinking?
Curveballs to expect
Hannah won't make it easy. Be ready for these.
- "The base is fixed for this level, I'm afraid."
- "What number did you have in mind?" asked before she shares the details.
- "I'd need an answer by Monday."
- "Other candidates would be happy with this offer."
Scorecard
What a reviewer, or your own replay, should listen for.
| Criterion | What good looks like |
|---|---|
| Tone and goodwill | Stays warm and appreciative throughout and treats the recruiter as a partner, not an opponent. |
| Specific requests with reasons | Names a specific figure or request and backs it with reasons, such as experience or the scope of the role. |
| Creative options | When base is capped, asks about a sign-on bonus, variable pay, the ramp period, the start date or review timing. |
| Handling pressure | Responds calmly to the deadline and the comparison with other candidates. |
| Clean close | Summarizes what was agreed and asks for the revised offer in writing with a clear decision date. |
Want to score real calls the same way? Use the free sales call scorecard template.
To run this exact persona, rebuild it in the scenario builder (Starter plan and up), or run it with a colleague.
Questions about this scenario
Is it okay to negotiate a job offer in sales?
Usually, yes, as long as you stay courteous and specific. Negotiating well shows the same skills a sales job needs.
What can I negotiate if the base salary is fixed?
Common options include a sign-on bonus, variable pay, a ramped quota, the start date, extra leave or an earlier salary review. Ask which of these have flexibility.
Why is this in a sales roleplay library?
Because it's a negotiation with a real stake, and it uses the same skills: specific requests, trading and closing. It's also useful for anyone about to receive a sales job offer.
Objections in this scenario
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Run it until it feels easy
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