Anchor with market data, not feelings
Walk in with three data points: market median, top of band, and your last package.
- Use Levels.fyi, Glassdoor, and one referral data point
- Anchor on total comp, not base alone
- State numbers as 'the market for this role lands at $X — I'm looking for $Y'
Counter on all three levers
Base + sign-on + equity. Recruiters can usually move at least two.
- Base — slowest to move but compounds
- Sign-on — fastest lever, used to close gaps
- Equity — biggest lever at growth-stage companies
Counter once, decisively
One counter, one number — not a range. Then stop talking.
- 'Based on the scope and my last package, I'd be ready to sign at $X.'
- Silence after the counter is your strongest tool
- Get every number in writing before verbal yes