The Salary Negotiation Playbook

1. Anchor with market data

Walk into the conversation with the p10–p90 range for your role in your city. Anchor at p75 if your impact is well above average; never accept an offer below the local p25.

2. Negotiate ranges, not numbers

"I'm targeting $135k–$150k base, depending on equity and bonus structure" beats "I want $140k". Ranges invite collaboration.

3. Tie every ask to value

For each ask, name the outcome you'll deliver. "Given the $X revenue I drove last year, I'd like to revisit base." Avoid generic appeals to fairness.

4. Negotiate the full package

Base, signing bonus, equity grant, refresher cadence, vacation, remote flexibility, learning budget, parental leave. Every line is fair game.

5. Always counter once

Most offers have ~10% headroom. A polite, specific counter rarely backfires; a flat acceptance always leaves money behind.