Negotiation Playbook

1. Know Your Worth

Effective negotiation starts with understanding market rates and your value.

1.1 Research Salary Ranges

• Use multiple sources: Levels.fyi, Glassdoor, Payscale, LinkedIn Salary
• Filter by location: Salaries vary significantly by city
• Consider company stage: Startups vs. established companies differ
• Account for experience: Entry-level vs. mid-level ranges

1.2 Know Your Target

• Minimum: The lowest you'd accept (keep private)
• Target: What you realistically want
• Aspirational: Best-case scenario (what you'll ask for)

2. Deflection Scripts

Avoid giving a number first. Here's how to deflect salary questions early in the process.

2.1 "What Are Your Salary Expectations?"

Option 1 (redirect):

"I'm focused on finding the right fit. I'm confident we can find a number that works for both of us if this is the right role. Can you share the budgeted range?"

Option 2 (range-based):

"Based on my research, similar roles in this market range from $X to $Y. I'd like to understand more about the role and total compensation before narrowing that down."

Option 3 (defer):

"I'd prefer to learn more about the role and team first. I'm sure we can discuss compensation once we determine mutual fit."

2.2 "What Are You Currently Making?"

This question is illegal to ask in many states (CA, NY, WA, and others). You are not obligated to answer.

Response:

"I'd prefer to focus on the value I can bring to this role. What's the budgeted range for this position?"

3. Negotiation Framework

When you receive an offer, here's how to approach the negotiation.

3.1 Initial Response

• Express enthusiasm: "Thank you, I'm excited about this opportunity"
• Don't accept immediately: "I'd like some time to review the details"
• Ask for time: 2-3 business days is standard
• Request written offer: Get everything in writing

3.2 The Counter-Offer

• Ask for 10-20% above their offer as a starting point
• Justify with market data and your qualifications
• Be specific: "$85,000" not "something in the mid-80s"
• Use collaborative language: "I was hoping we could explore..."

3.3 Sample Counter Script

"Thank you for the offer of $75,000. I'm excited about this role and [company name]. Based on my research and the skills I bring — particularly [specific skill or experience] — I was hoping we could explore a base salary of $85,000. Is there flexibility here?"

4. Beyond Base Salary

If salary is fixed, other elements may be negotiable.

4.1 Often Negotiable

• Signing bonus: One-time payment, often easier to approve
• Start date: More time to wrap up or take a break
• Equity/stock options: Especially at startups
• Annual review timing: Earlier review = earlier raise opportunity
• Remote work flexibility: Days per week, location
• Professional development: Conference budget, learning stipend
• Title: Sometimes negotiable for career progression

4.2 Typically Fixed

• PTO at most large companies (standard policy)
• Health insurance (company-wide plans)
• 401k match (company-wide policy)

5. Common Mistakes

• Not negotiating at all: Most employers expect it
• Giving a range: They'll hear only the bottom number
• Accepting immediately: Shows you didn't do research
• Making it personal: Focus on market value, not personal needs
• Being aggressive: Negotiation should feel collaborative
• Negotiating via email only: Phone is often more effective
• Forgetting written confirmation: Get final terms in writing

6. When to Walk Away

Consider declining if:

• The offer is significantly below market rate with no movement
• The company is inflexible on things that matter to you
• The negotiation process itself reveals concerning company culture
• You have better alternatives

Walking away script:

"Thank you for working with me on this. After careful consideration, I don't think we're able to reach terms that work for me. I appreciate your time and wish you well in finding the right candidate."