Before you negotiate
Get the whole offer in writing
Base, target bonus, equity (amount, type, vesting, strike price if options), sign-on, title, level, start date and benefits. Don't react to a number until you have all of it.
Know your number and your walk-away
What you'd sign at happily, and the point below which you'd decline. Decide before you're on the phone.
Value the equity honestly
Public stock is close to cash. Private company equity depends on the company's outcome; value it conservatively and ask about the last valuation and preference stack.
Know your leverage
Other processes, a strong current role, or rare experience. Use what's true; never invent a competing offer.
How to ask
Lead with enthusiasm
Say you want the role first. It makes the ask about getting to yes, not a threat.
Make one clear request with a reason
"Based on the scope and the market for this level, I was expecting base closer to $X." A specific number with a reason beats "can you do better?"
Then stay quiet
Let them respond. Filling the silence usually means negotiating against yourself.
Trade across the package
If base is capped by a band, ask about sign-on, equity, level, title, start date, remote days or a guaranteed review in six months.
Get the final version in writing
Confirm every change in the written offer before you accept or resign.
Common misses
Accepting on the call
Thank them and ask for a day or two. That's normal at every level.
Negotiating only base
Equity, level and sign-on often have more room than salary.
Too many rounds
Bundle your asks into one conversation. A third round of small requests strains goodwill.
Worked example
The recruiter says: "We're excited to offer you the role at $230k base. What do you think?"
- "Thank you, I'm excited about this. Can you send the full offer, including equity and bonus, so I can look at it together?"
- After reviewing: "I'd like to make this work. Given the scope of the role and what I'm seeing for this level, I was expecting closer to $255k base. Is there flexibility there?"
- If base is capped: "I understand. Could we close the gap with a sign-on bonus or additional equity?"