Before the Negotiation
- Research market rate: Glassdoor, Levels.fyi, Payscale, LinkedIn Salary
- Know your BATNA (Best Alternative): other offers, current salary, willingness to walk away
- Define your range: minimum acceptable, target, and ambitious ask
The Scripts
When asked for salary expectations early: "I'd prefer to learn more about the role before discussing compensation. What's the range budgeted for this position?"
When receiving an offer: "Thank you, I'm excited about this opportunity. Based on my research and experience, I was targeting [target]. Is there flexibility?"
When they can't move on salary: "I understand. Could we discuss [signing bonus / extra PTO / remote flexibility / equity / professional development budget]?"
Key Principles
- Never accept on the spot. "I'd like a day to review the complete offer."
- Negotiate based on market value, not personal needs
- Be enthusiastic about the role throughout
- Get the final offer in writing