Don't counter off their number — reset the anchor. Say: "Thanks for the offer. That's a fair bit below what I'd expected for this scope — based on [data], I was looking at [your number]." Re-anchor to your figure with a reason, so the midpoint lands near your target instead of theirs.
Why they're saying it
A lowball works through anchoring: the first number drags the entire negotiation toward it. If you counter relative to their figure (say, by splitting the difference), you let a deliberately low anchor set the range — and you finish well under fair value.
The fix isn't outrage; it's a new anchor. Acknowledge the offer, signal politely that it's below market, and replace it with your own well-justified number. Negotiating from your anchor, not theirs, is the whole game.
What to say back
"Thank you — I'm excited about the role. That's below the market range for this scope, though. Based on [data] and what I'll bring, I was targeting [your number]. Can we get there?"
"I appreciate the offer, but that's well under what comparable ones are going for. I could do [your number] — it's priced to [condition / demand]. Want it at that?"
"Thanks for the offer. It's a good distance from where the comps put this property. I'd come to the table at [your number] — that reflects [recent sales / condition]. Happy to talk from there."
Avoid these reactions
- Splitting the difference from their lowball, which rewards the tactic.
- Reacting with insult, which makes you look emotional rather than informed.
- Countering with a vague "a bit more" instead of a specific, justified number.
This is exactly what Negotiately does — live
Paste what the other side actually said and get the tactic, who holds leverage, and a reply written for your specific situation.
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