Most people leave money on the table by not negotiating. Here's a proven approach.
Before the Negotiation
Research
- Use Glassdoor, Levels.fyi, Payscale, LinkedIn Salary
- Know the range for your role, location, and experience
- Factor in total compensation (base, bonus, equity, benefits)
Know Your Number
- Target: What you ideally want
- Minimum: Your walk-away number
- Anchor: Your opening ask (10-20% above target)
During the Negotiation
Rule 1: Let Them Go First
"I'd love to learn more about the total compensation package you have in mind for this role."
Rule 2: Don't Panic
When they give a number, pause. Count to 5. Then respond.
Rule 3: Counter with Confidence
"Thank you for that offer. Based on my research and the value I'd bring — particularly my experience in [specific skill] — I was targeting something in the range of [your anchor]."
Rule 4: Negotiate Beyond Salary
If base salary is firm, negotiate:
- Signing bonus
- Annual bonus target
- Equity/stock options
- Remote work flexibility
- Extra PTO
- Professional development budget
- Title upgrade
Scripts for Common Situations
"What are your salary expectations?"
"I'm focused on finding the right fit. Can you share the budgeted range for this role?"
"We can't go higher on base"
"I understand. Would you be open to discussing a signing bonus or additional equity?"
"This is our final offer"
"I appreciate your transparency. Before I make my decision, could we discuss [one more thing]?"
Key Principles
- Always negotiate — 84% of employers expect it
- Be collaborative, not combative
- Get the final offer in writing
- Never accept on the spot — ask for 24-48 hours
