How much room is there after an offer? - 3 weeks in

It is the first offer in 14 months and I do not want to mess it up. There are 13 people counting on me, so I am trying to be careful. The hiring manager was friendly and open. What wording worked?

I thanked them and said I was excited but hoped we could talk about the pay. They came back with a bit more.

Thanks for writing this out. I went through something close to it 14 months ago, and it settled down once I kept a simple log of every call and form.