Why this negotiation is different
The channel changes the dynamic more than most people expect: email gives you time to word things precisely and creates a written record, but strips out tone and makes it easier for a recruiter to send a flat no without the social friction of saying it to your face. A phone or video call lets you read the recruiter's reaction, ask follow-up questions in real time, and often resolve back-and-forth faster, but it requires you to think on your feet and can feel more pressured. Most recruiters are comfortable with either, so the choice usually comes down to which format lets you make your strongest case.
A specific script and approach
For email, keep it tight and confident, avoid hedging language: "Thank you for the offer. I'm very excited about this role. Based on my research and experience with [specific skill], I'd like to discuss a base salary closer to [X]. Could we set up a quick call to talk through it?" That last line matters, it's fine to counter by email but offer to move to a call for the actual back-and-forth, which usually speeds things up. For a call, prepare your number and your reasoning in advance so you're not improvising under pressure, and it's completely fine to say "let me think about that and get back to you" if you're asked something you didn't anticipate.
Common mistakes
Don't send a long, apologetic email explaining every reason you deserve more, one or two sentences of justification is stronger than a paragraph that reads as pleading. Don't negotiate over text message or informal chat, it undercuts how seriously the ask is taken. And on a call, don't blurt out a lower number than you intended out of nervousness, if you're not ready to answer, it's fine to pause or ask for a moment to think.