Negotiating an offer, is it too late? after 13 years as a production planner

It is the first offer in 2 months and I do not want to mess it up. The hiring manager was friendly and open. What wording worked?

Ask about the range, not a number on its own. It felt more collaborative.

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