Five moves that move the number.
Most candidates negotiate once, badly. Here's a 5-move playbook that reliably moves the number without burning the relationship.
Move 1 — anchor with a range, not a number
A single number invites a single counter. A range invites a conversation. “Based on my research and where I'd have the most impact, I'm thinking $X–$Y.” That's three things: research, impact, honesty.
Move 2 — sell the joint outcome
Never say “I need”. Always say “what would help me do my best work here”. Negotiation is not you vs them. It's both of you vs the wrong offer.
Move 3 — negotiate the whole envelope
Base salary. Sign-on. Equity refresh. Bonus target. Relocation. Start date. Title. Every one of these is negotiable. Some are easier to move than base.
Move 4 — use the silence
After you counter, stop talking. Let the recruiter reply. Silence is uncomfortable — which is exactly why it works.
Move 5 — close with a decision, not a delay
When the number lands, decide fast and communicate fast. Slow-rolling a good offer erodes goodwill. Fast, clear yes/no builds it.
Tools for this essay
FAQ
- Do I need a competing offer? It helps but is not required. Data, research, and impact framing move numbers on their own.
- What if they say the offer is final? Ask what would need to be true for it to move. If nothing would move it, ask about the non-cash levers.
- Will negotiating cost me the offer? Almost never. What kills offers is disrespect — not negotiation.