It depends. Let's say you are negotiating about an offer for - say - 100,000 units (make them dollars, euros, peanuts, whatever). How big is the competing off

It depends. Let's say you are negotiating about an offer for - say - 100,000 units (make them dollars, euros, peanuts, whatever). How big is the competing offer? 110,000, 130,000 or 250,000 units? You are - presumably - to be hired by someone that is ok about giving you a certain (huge) number of units in exchange for your work and - implicitly - is trusting you. So, if you actually have a 110,000 offer letter, you should say that (and show no letter). If you have a 130,000 offer letter, you should say that (and show no letter) but you will likely be asked to show the letter and then it depends on you whether you think that they want to see it because they will make a counter offer or they want to see it only to know who is the one that is going to spend 30% + (both imply that they don't trust you much). If you have a 250,000 offer letter, you are not negotiating, you are losing a better job.