The #1 Rule: Everything Is Negotiable
Salary, equity, signing bonus, remote flexibility, start date, title, performance review timelines — all of it. Most candidates negotiate only the base salary and leave tens of thousands on the table.
Research First: Know Your Market Value
- Check levels.fyi for TC (total compensation) at specific companies
- Use Glassdoor + LinkedIn Salary for ranges
- Talk to peers in equivalent roles
- Use JobLook's Salary Calculator for your role + location
The BATNA Framework
Your Best Alternative to a Negotiated Agreement (BATNA) is your leverage. Having another offer — even a weaker one — transforms your negotiating position entirely. Always be in multiple processes simultaneously.
The Exact Script
When they give you the offer:
"Thank you so much — I'm genuinely excited about this role and the team. I'd like to take a day to review the full offer details. Can we reconnect tomorrow?"
(Never negotiate in the moment. Always take time.)
After reviewing:
"I've done some research and, based on my experience in [X] and market data for this role in [location], I was expecting something closer to [$Y]. Is there flexibility there?"
Key elements:
- Specific number (not a range)
- Evidence-based framing
- Not an ultimatum
Handling "This Is Our Standard Offer"
"I understand — and I really appreciate the transparency. Given my background in [specific skill/achievement], I believe I'll be contributing senior-level value from day one. Would it be possible to revisit the base or add a signing bonus to bridge the gap?"
Equity Negotiation
Ask for the vesting schedule, cliff, strike price, preferred vs common shares, and last 409A valuation. A $200k equity grant can be worth $20k or $2M depending on the answers.
After Acceptance
Negotiate your 90-day performance review (3 months, not 12). Get everything in writing. Send a confirmation email summarizing agreed terms.
