Research the Range Before You Negotiate
- Levels.fyi — the source of truth for tech comp
- Glassdoor — noisy but useful for baseline
- Payscale — better for non-tech roles
- Blind — anonymous, filter by company
- Ask 3 people in the exact role, exact company, exact level. LinkedIn works.
Anchor on p75, not median
For any offer, the ask should target the 75th percentile of the range. Companies build 10-15% headroom into initial offers — the negotiation is the vehicle to get there.
Handle the First Offer
Never accept on the call. Ever. The 48-hour pause is the single most valuable lever in the entire negotiation.
- "Thanks so much for the offer — I'm genuinely excited. Can I take 48 hours to review the full package and come back with any questions?"
- Ask for the offer in writing. Base, bonus, equity, sign-on, benefits, start date.
- Do not disclose your current comp. It's illegal for them to ask in most US states and unhelpful everywhere else.
- Do not disclose competing offers you don't have. Getting caught kills the deal.
The Counter Script
"Based on my research and the scope of this role, I was targeting a base closer to $X. Is there flexibility to get us there?" Then silence. Do not fill the pause.
Where $X is 8-15% above their initial number for a mid-senior role, 15-25% for a senior/exec role.
- State your number once, clearly, with a reason (research or scope)
- Ask a question at the end — "is there flexibility?" — not a demand
- Then stop talking. The next person to speak loses.
- If they push back on base, pivot to sign-on, equity, or bonus multiplier
Beyond Base Salary
- Sign-on bonus — used to backfill gaps without disrupting the base band
- Equity — RSUs, options, or a refresh grant. Ask for the vesting schedule.
- Annual bonus target — ask for the % and the payout history
- Relocation and remote-work stipend
- Additional PTO — often the softest ask on the sheet
- Start date — 2 weeks later is 2 weeks of unpaid PTO
- Title — much harder to change after offer than during
Close the Deal Cleanly
One counter, one adjustment, then decide. Multi-round back-and-forth signals bad faith and can trigger offer withdrawal.
Once you have a number you're happy with, accept warmly, in writing, and thank the recruiter. You will work with them again — recruiters have long memories.
- Confirm the final offer in writing before accepting verbally
- Give notice at your current job the same day you sign
- Never renege on a signed offer. The industry is smaller than it looks.
- Ask for a swag pack or team dinner on start day — small wins matter