翻译March 2, 2019 at 05:40 AM作者单一鸣26 分钟阅读1 个标签

How I negotiated a $300,000 job offer in Silicon Valley

In the span of a week, I had job offers to work as a software engineer at Google, Facebook, Amazon, Apple, LinkedIn, and Yelp. Here’s how I negotiated them. In the span of a week, I had job offers as a software engineer at Google, Facebook, Amazon, Apple, LinkedIn, and Yelp. This is how I negotiated with them.

You’re almost finished with the long grind of interviewing. You’re almost free of the stress associated with interviewing at big tech companies. You’re practically envisioning sending off a final “I’ll sign” email. You’re almost done with a long interview. You’re almost free of the stress of interviewing at a big tech company. You’re essentially imagining sending a final “I’ll sign” email.

But you’re not quite there yet. But you’re not there yet.

There’s one last hurdle to clear: negotiating an offer. There’s one last hurdle to clear: negotiating an offer.

You’ve shown that you can interview, but how well can you close a deal? You’ve shown you can get the interview, but how well can you close the deal?

Late last year I interviewed at six top companies in Silicon Valley in six days, and stumbled into six job offers. I had one last task to make sure my work wasn’t in vain. Here are the principles I had, the rules I followed, and what I did to negotiate an offer worth $100,000/year more than I planned on. At the end of last year, I interviewed 6 top companies in Silicon Valley in 6 days and unexpectedly received 6 job offers. I have one last task to make sure my work is not in vain. Here are the principles I live by, the rules I follow, and what I do when negotiating a $100,000/year contract.

Introduction Introduction

First, some assumptions on my part: First, some of my assumptions:

Your mileage may vary. I’m obviously not stating that everything I went through is easily reproduced. I am using it as a backdrop to color some advice that I think anyone totally new to this to keep in mind. Your mileage may vary. I’m not saying that everything I experienced can be easily repeated. I used it as a background color to color some suggestions that I thought anyone who was completely new to this should remember.
You have offers, plural. This can be two or this can be ten, but you need to have more than one offer concurrently. I’ve negotiated on behalf of (many) friends in the past with no leverage, but I’m not going to focus on that scenario. You have a lot to offer. It can be two or ten, but you need to have multiple offers at the same time. I’ve negotiated on behalf of (many) friends in the past without any leverage, but I won’t focus on that situation.
You’re not afraid to negotiate. The night before my Google interview I spoke with another candidate in my hotel. His strategy was to low-ball himself to increase his chances of getting an offer. That’s not the path that I took, it’s not a path I’d advocate, and it’s not one I’m going to even entertain. You should always be willing to see what you can get. You are not afraid to negotiate. The night before my Google interview, I spoke with another candidate at a hotel. His strategy was to lower his worth to increase his chances of getting hired. This is not the path I take, it is not the path I advocate, and it is not the path I would consider. You should always be willing to see what you can get.
You won’t practice the Dark Arts of Negotiation™. I’m pretty sure you can negotiate by lying your way through the process. From a moral perspective, though, c’mon. From a practical perspective, getting caught in a lie is not going to help you. You don’t practice the Dark Arts of Negotiation™. I’m pretty sure you can lie during a negotiation. But from a moral standpoint, come on. From a practical standpoint, getting caught up in a lie won’t do you any good.
You won’t renege on an offer. Could I have squeezed a bit more out of the eventual offer I signed if I had? Maybe. But I’m not comfortable accepting an offer and later rejecting it. I’m sure other candidates do it and I don’t think it gets you banned from the Valley. It’s just not something I wanted to do. You won’t break your promise. If I sign, can I squeeze a little more out of the final offer? Maybe. But I’m not willing to accept an offer and then reject it. I’m sure other candidates will do the same, and I don’t think that gets you banned from Silicon Valley. This is not what I want to do.
You’re willing to work at any of the companies if the price is right. I definitely had a personal ranking of which companies I’d prefer over each other, but each company had a chance. No one was just there to beef up offers. You would work for any company if the price was right. I do have a personal ranking of which companies I prefer, but every company has an opportunity. No one is just there to raise the offer.
I’m going to both anonymize the companies I negotiated with and fuzz their numbers. My goal is not to answer “how much does MegaCorp offer if you have competing offers.” My goal is to answer “how do I respectfully ask for a larger comp package?” for people that don’t know where to start. The total compensation for each offer is accurate (within 5%). I will anonymize the companies I negotiate with and blur their numbers. My goal is not to answer “How much does MegaCorp offer if you have a competing offer?” My goal is to answer “How do I respectfully ask for a larger pay package?” for those who don’t know where to start. Total compensation for each quote is accurate (within 5%).* You’re starting at square one. I give my personal experience in this article and some examples of conversations I’ve had when negotiating. I don’t draw on decades of experience with very in-depth detail. I link some pieces at the end that are more suited towards that type of read. Start with 1 squared. I give my personal experience in this article, as well as some examples of conversations I’ve had in negotiations. I don’t have very in-depth details drawn from decades of experience. I’ve linked to some articles at the end that are more suitable for this type of reading.

Before the Offer Before getting the Offer

Congrats! You have multiple interviews. I’m sure you’re nervous. I’m sure you’re telling yourself you don’t deserve it, that you got lucky. You think you’re going to fail miserably. The last thing on your mind is how to talk numbers with recruiters. Congratulations! You have multiple interviews. I’m sure you’re nervous. I believe you are telling yourself that you don’t deserve it, that you are too lucky. You think you’re going to fail miserably. The last thing on your mind is how to talk numbers to a recruiter.

Chill out. We all go through that! 🙂 Calm down. We’ve all been there! 🙂

It’s understandable. But you don’t want to shoot your future self in the foot. There’s only a few things you need to keep in mind at this point, anyway. This is understandable. But you don’t want to shoot yourself in the foot. Anyway, now you just need to remember a few things.

My first major piece of advice: do not make this process adversarial. My first major piece of advice is: don’t let the process become confrontational.

I’ve read a lot of people that view this very cynically. I’ve read a lot of people skeptical of this idea.

It’s us against them. It’s us against them.

Candidate versus recruiter. Candidates versus Recruiters.

You’re trying to extract the absolute most out of a company and they’re trying to cheat you out of the most they can. Right? You’re trying to squeeze the absolute most out of a company, and they’re doing everything they can to cheat you. Right?

Wrong. This may be the case sometimes, I guess, but that mindset will not lend itself to a healthy negotiating phase. I had very good relationships with my recruiters and in the end it paid off. Maybe it would have gone better if I were more aggressive or lied to them. I won’t ever know how that alternative universe played out. But I do know that I have no regrets about it all. too. 😅 Be nice! Wrong. I suppose that may be true sometimes, but this mentality is not conducive to a healthy negotiation phase. I had a great relationship with the recruiter and it paid off in the end. It might have been better if I had been more aggressive, or lied to them. I will never know how another universe works. But I know I don’t regret it. I’m sure I can find any recruiter to start the hiring process again. Additionally, recruiters are human beings. 😅Very good!

Next, make it clear throughout the process that you’re interviewing elsewhere. This is critical to make sure that your offers are overlapping. I had to deal with one exploding offer. I had to pass on because the company refused to move the deadline. It took a piece of leverage away from me. If I didn’t let everyone know about my situation I may have lost even more. Next, throughout the interview, you’ll want to make it clear that you’re interviewing elsewhere. This is crucial to ensure your quotes overlap. I had to deal with an explosive proposal. I had to quit my job because the company refused to change the deadline. This made me lose my leverage. I might have lost more if I didn’t let everyone know about my situation.

It’s up to you if you want to disclose where you’re interviewing. I would share it you think it’s “impressive”. Keep in mind that you should be proud of interviewing anywhere. You’ll have more leverage, though, if you don’t remove the possibility of a Google. My recruiters were very respectful about asking. Companies understand that who you talk to is your business and only theirs if you decide it is. With that said — the threat of getting (and signing) an offer elsewhere is fantastic leverage for everything from scheduling to getting an offer. If you want to reveal the interview location, that’s up to you. I want to share with you what you think is “impressive”. Remember, you should be proud to interview anywhere. If you don’t rule out Google, you have more leverage. My recruiter was very respectful of my asking questions. Companies understand that who you talk to is your business and they only know if you decide it’s their business. That being said, the threat of getting (and signing) an offer elsewhere is a magical lever for everything from scheduling to getting an offer.

The Initial Offers The initial offer

Alright, it’s the moment of truth. You’re going to hear how you did. 😱 Okay, the critical moment has arrived. You’ll hear how you do it. 😱

My recruiters all opted to deliver the news over the phone. Nearly every call followed the same pattern: My recruiters all chose to break the news over the phone. Almost every phone call follows the same pattern:

Do you have any updates from other companies? Do you have a range you’re expecting from us? How does something in the neighborhood of $package sound? What do you think? Do you have any updates from other companies? What do you expect from us? How does something near $package sound? What do you think?Pretty much anything you read will say never give a range. I mostly agree with that, but sometimes it makes sense to give something. It takes some experience and familiarity with comp packages to do so comfortably. I only gave the first numbers to one or two companies and it was because I was familiar enough with the companies to know they would come in around $50k/yr lower than other offers I had. Almost anything you read will not give a range. I mostly agree with this, but sometimes it makes sense to give. It takes some experience and familiarity with the comp package to do so comfortably. I only gave one or two companies initial numbers because I was familiar enough with those companies to know that their bids would be about $50,000/year lower than the other bids I received.

I would never give a range to a company that sends out sky-high offers. With that said, I’m not going to waste a back-and-forth cycle with a recruiter when I know they’re not going to come close to an existing offer. Recruiters won’t want to go back-and-forth and back-and-forth writing up new offers for you. If they won’t be close, let them know where the range is going to start. Wasting time waiting on a non-competitive offer isn’t advantageous to anyone. I would never give a range to companies that charge sky-high prices. That being said, I won’t waste my time in front of a recruiter when I know they won’t offer anything close to an existing position. Recruiters don’t want you going back and forth writing new job opportunities. If they’re not close, let them know where the range starts. Wasting time waiting for uncompetitive quotes does no one any good.

That being said, if you are dealing with a company whose budget is infinite, be smart. Levels.fyi is the best resource I’ve seen (far better than Glassdoor) when it comes to learning what’s typically offered. Shoot for the sky and never, ever assume you can’t get a top offer. Watch the situation play out and be willing to adapt to it. I ended up getting far, far more than I ever though a company would offer me, and a lot of that is due to never anchoring myself mentally to a “top value”. 👍 That said, if you’re dealing with a company with an unlimited budget, be smart. level. FYI this is the best resource I’ve seen (far better than Glassdoor) when it comes to learning what is typically offered. Shoot for the sky and never, ever think you won’t get the best offer. Watch the situation unfold and be willing to adapt to it. I ended up with a lot more than I imagined, in large part because I never mentally anchored myself to a “highest value.” 👍

Never sound “giddy”. Remain measured, even if you’re confident you’d accept an offer. It’s a lot to take in on the phone—especially if it’s an offer that surpasses what you ever expected—and you’re probably not thinking straight. Always think on any package for awhile. There is no sound “dizzy”. Even if you’re confident about accepting a job, be cautious. It’s a lot to take in on the phone—especially if the job exceeds your expectations—and you might not be thinking it through. Think about any packaging for a while.

Make it clear you won’t accept an offer until you hear back from everyone. In my experience, recruiters understood. I made it clear I would like to go to any of the companies I was interviewing at. I definitely had a dream company throughout the process, but that wasn’t really anyone’s business but my own. 🙂 Make it clear that you won’t accept the job until you hear back from everyone. In my experience, recruiters understand this. I made it clear that I would go to any company I interviewed with. Throughout this process, I did have a dream company, but that was no one else’s business but my own. 🙂

I don’t see actual examples of things to actually say in these situations. I’ll provide here what it sounded like for me. I don’t see specific examples of this in these cases. I’ll provide here what that feels like for me. This should help those who don’t know where to start. Don’t think of this as a script (because it’s weird and unnatural), but I would say it’s a way of staying respectful and open to negotiation. Let’s assume that the offer you heard is one you might sign (i.e., working there meets your qualifications):

Recruiter: So, what do you think? Recruiter: So, what do you think?

You: That’s an interesting offer. I think it’s probably in the ballpark, but it’s not something I’m going to sign right now. I’m going to wait until I hear back from the other places I’m speaking to. You: That’s an interesting suggestion. I think it’s somewhere in that range, but I’m not planning on signing it right now. I’m going to wait until I hear back from somewhere else.

In the above, you let your recruiter know that they’re “in the running”, but that it’s not enough to blow you away. You’re respectful but firm. This is the blueprint for how your discussions should go. In the steps above, you let the recruiter know they’re “in the competition,” but that’s not enough to win you over. You are polite but firm. This is the blueprint for your discussion.Don’t give away more information than you need to, don’t be aggressive, and don’t give numbers if it doesn’t make sense. The above is all honest, too, so you don’t need to worry about getting caught in a lie. Essentially, you’re trying to maintain good standing with your recruiters and avoid getting into the nitty-gritty until you have all of your offers on the table. That’s the fun part! Don’t give away too much information, don’t be pushy, and don’t give numbers if they don’t make sense. The above are all honest, so you don’t have to worry about being scammed. Essentially, you’re trying to maintain a good relationship with the recruiter and avoid getting to the bottom of things until you have all the offers. This is the fun part!

The Counter-Offers

So, you’ve got numbers from everyone that you’re considering. Now you can start counter-offering based on what information you have. When I counter-offered, I never used solid numbers — I gave ranges. I don’t like the idea of committing to a solid number until the very end. You’ve got numbers from everyone that you want to consider. Now you can start making a counteroffer based on the information you have. When I make a counteroffer, I never use a fixed number—I give a range. I don’t like sticking to a fixed number until the end.

There’s a few reasons for this: The reasons are as follows:

For one, giving a solid number feels weird; why is $120,000 acceptable, but $119,000 is a bit low? I’d much rather present that as “somewhere between $120,000 and $140,000”. It also leaves room for a company to move upward if you keep things a bit in the dark. First of all, it feels weird to give a fixed number; why is $120,000 acceptable but $119,000 a bit low? I’d rather say “between $120,000 and $140,000.” If you are not clear about some things, it will also leave room for promotion in the company. Note that once you have your company’s data, it becomes more necessary to be more specific about what you are looking for.

To me, there’s an implication when giving a solid number that it’s “the one.” If a company can hit “your number”, you’ve lost out on the chance to negotiate much more unless more offers coming in. Companies can still hit your number if they offer the top of your range; keep that in mind. If you give a $5,000 range, don’t be surprised if companies meet your demands and expect to get a signed offer. To me, giving a fixed number means it’s “1”. If a company can call “your number,” you lose more opportunities to negotiate unless there are more opportunities. If the company is providing the best service you can receive, they can still call your phone number; keep this in mind. If you give a $5,000 range, don’t be surprised if the company meets your requirements and wants a contracted job.

Some may object to how I presented the above, as recruiters have a lot of flexibility. You can always give a number, have them match it, and then ask for higher. I’m not denying that. But it was a goal throughout my negotiations to keep on very good standing with my recruiters and it paid off very well in the end. Some may object to my introduction above because recruiters have a lot of flexibility. You can give them a number, have them match it, and then ask for more. I don’t deny this. But throughout the negotiation process, my goal was to maintain a good relationship with the recruiter, which ultimately worked out great.

My initial counter-offers sounded something like this (I made up the numbers here and provide a few examples): My initial counteroffer sounded something like this (I made up some numbers here and provided some examples):

Bar, Inc.: We were thinking of offering a base salary of around $120,000 with a four-year RSU package of $150,000 and a signing bonus of $10,000. What do you think of that? Bar, Inc.: We want to offer a base salary of $120,000, plus a four-year RSU bonus of $150,000 and a $10,000 signing bonus. What do you think?

Me: How flexible is Bar, Inc. on equity? I’m really looking to stay and grow at a company, and equity is something I really interested in wherever I go. I’m comfortable with something in the neighborhood of $120,000 on base, but I’d definitely like to sign an offer with a larger equity package. Me: How flexible is the equity in Bar Co.? I really want to continue to grow in a company and I’m very interested in equity wherever I go. I’m happy with the base price of $120,000, but I’d definitely like to sign a larger equity deal.

FooCorp: We were thinking of offering a base salary of around $100,000 with a four-year RSU package of $150,000 and a signing bonus of $10,000. What do you think of that? FooCorp: We intend to offer a base salary of $100,000, plus a four-year RSU bonus of $150,000 and a signing bonus of $10,000. What do you think?

Me: I think the base is a little bit lower than what I’d like based on my offer from Bar, Inc. for $120,000, and base salary is really important to me. As for the equity package, I was looking for something closer to $200,000. The signing bonus is around what I was looking for. Me: I think the base salary is a little lower than the $120,000 base salary I got from Bar, Inc., and the base salary is really important to me. As for the equity package, I’d like closer to $200,000. The signing bonus was about what I wanted.There’s a lot of actionable information above for a recruit without you giving any implicit commitment to any number. FooCorp knows they need to get to $120,000 to meet your other offer. Bar knows that equity is important to you, and equity is something that companies tend to move a lot more willingly. You now have two companies moving in tandem to get a better offer to you and neither of them is talking to each other. This is pretty much how you want this entire process to go. There’s a lot of actionable information on it for recruiters, and you don’t have to make any implicit promises about any numbers. FooCorp knows they need $120,000 to meet your other offer. Bar knows that equity is important to you, and equity is something companies prefer to transfer. You now have two companies joining forces to get you a better job opportunity, but neither is communicating with the other. This is what you want throughout the process.

It makes sense to change an established range once another company ups the ante. This is how that discussion went for me: Once another company ups the ante, it makes sense to change the established scope. For me, the discussion went something like this:

Me: Hey, I finally heard back from Baz LLC. Their offer came in a lot higher than I was expecting. They offered $150,000 in base, $200,000 in stock, and $40,000 in signing. That being said I think the work FooCorp aligns more closely with my interests, so I’d really like to make something work with you guys. Can we do what we can to get to those numbers? I’d love to figure this out. Me: Hey, I finally got a reply from Baz LLC. Their offer was much higher than I expected. They offered a base price of $150,000, $200,000 in stock, and a $40,000 signing fee. Having said that, I think the work at FooCorp is more in line with my interests, so I’d really like to work with you. Is there anything we can do to get these numbers? I’d love to find out.

FooCorp: Wow, that’s a good offer. Keep in mind FooCorp is {making the world a better place / has amazing potential / is better for your career} and I would hope you wouldn’t be deciding based on a paycheck. I don’t know if we can match that offer exactly, but I’ll see what we can do. Wow, what a great offer. Keep in mind that FucoP is about (making the world a better place/has amazing potential/better for your career), and I hope you won’t make your decision based on salary. I don’t know if we can offer a product that matches that quote exactly, but I’ll see what we can do.

I went through the above sample conversations so many times and they all went pretty similarly. I’ve watched the conversation example above many times with very similar results.

They always sounded very doubtful about moving their numbers. They always said it was more than they would typically give up. It sounds like they’re always skeptical about changing their numbers. They always say it’s more than they usually give up.

They always explained why their company’s mission and culture made up for the difference in comp. They always explain why their company’s mission and culture make up for the difference in pay.

But almost always, they upped the package. But almost always, they improve the packaging.

Sometimes they’ll match it. Sometimes they won’t. Sometimes they’ll come close enough that you’ll pull the trigger because it’s such an exciting opportunity. You should always give it a shot, though. Sometimes they match it. Sometimes they don’t. Sometimes they approach you and you pull the trigger because it’s an exciting opportunity. However, you should give it a try.

My Offers My Offers

I’m including this because lots of people have pinged me about it. I don’t know how much people can take away from it, but I’ll put it out there anyway. I’ll include what tips I can. I’m including this because a lot of people are complaining about me. I don’t know how much people will get out of it, but I’ll write it anyway. I’ll include what advice I can offer.

I was able to get ballpark numbers from every company before I disclosed any numbers. Here they are, anonymized and randomized. The format is base salary+bonus / 4yr stock package / signing bonus. I was able to get ballpark figures from each company before I released any numbers. Anonymous and random here. The format is basic salary + bonus/4-year stock package/signing bonus.

Alpha: 180k / 150k / 0k (218k/yr) Bravo: 180k / 200k / 30k (238k/yr) Charlie: 140k / 180k / 30k (193k/yr) Delta: 160k / 220k / 50k (228k/yr) Echo: 160k / 200k / 30k (218k/yr) Foxtrot: 165k / 210k / 30k (225k/yr)

I thought it was pretty interesting how closely most of the numbers aligned despite not being able to see each other’s initial offers. That must be the going rate… or something. I find it very interesting that most of the numbers line up so closely despite not being able to see the other side’s initial offer. That must be the going rate…or something.

Anyway, once I had all of the offers, it was time for constant communication for me. I called my least-favorite offer and told them what the best offer was and asked them to close the gap as much as possible. Once those numbers moved, I talked to more companies. I usually had daily or every-other-day update calls with my recruiters, and they sounded like this: Anyway, once I got all the offers, it was time for me to keep communicating. I called the company I liked least and told them what was best and asked them to close the gap as much as possible. Once those numbers changed, I talked to more companies. I usually call a recruiter every day or every other day and it goes something like this:

Bravo: Any updates from your end? Any news from you?>Me: Yeah, I was able to get some preliminary numbers from Foxtrot. They were thinking somewhere in the ballpark of $225k TC, but Delta says they will comfortably beat that. I wasn’t blown away by the offer, but given Delta’s position on it, that’s probably the low end of what I’ll end up signing. Me: Yes, I got some preliminary data from Foxtrot. They thought it would be about 225,000 TC, but Delta said they would beat that number easily. I wasn’t intimidated by the offer, but given Delta’s stance on the issue, it was probably the bare minimum I would have to sign on for.

Bravo: Great, thanks so much for sharing that. I’ll talk to the team and see what I can do. We’d love to have you! Great, thank you so much for sharing. I’ll talk to the team and see what I can do. We want you!

Alpha refused to negotiate and refused to move their deadline, so they were out of the running pretty quickly. Alpha refused to negotiate or change the deadline, so they were quickly out.

Once everyone had a chance to move their numbers, it looked like this: Once everyone has had a chance to move their numbers, it looks like this:

Bravo: 180k / 220k / 75k (254k/yr; +16k)

Charlie: 140k / 200k / 30k (198k/yr; +5k)

Delta: 160k / 220k / 50k (228k/yr; no movement)

Echo: 160k / 250k / 30k (230k/yr; +12k)

Foxtrot: 180k / 240k / 30k (248k/yr; +18k)

More rinse and repeat. My goal was to whittle down the offers once I had things moving in the direction I wanted. It was a logistical nightmare keeping up with six companies during this. It was also becoming clearer that there was a gap that some companies couldn’t overcome. Rinse and repeat. My goal is to lower my bid once things are moving in the direction I want. Keeping in touch with six companies during this period was a logistical nightmare. In addition, gaps that some companies cannot overcome are becoming increasingly apparent.

I also had a lot more time to think about company culture and perks/benefits, so certain companies began to pull away from each other. I didn’t formally reject any offers until I signed my final offer, but mentally, I wrote off a few of the companies and stopped negotiating with them. I just asked them for a few more days to decide. I also had more time to think about company culture and benefits, so some companies started to distance themselves from each other. I didn’t formally reject any offers, but mentally I wrote off several companies and stopped negotiating with them before I signed the final offer. I just let them decide for a few more days.

Recruiters constantly told me they couldn’t up their packages anymore, but inevitably, they always did. I’m sure a ceiling exists and I’m sure it’s rarer to get number past a certain point, but it was dangerously close to a lie to continuously tell me they couldn’t go any higher (“you don’t have the experience”) and then watch them up their offer by 10%. Part of doing business, I guess. 🤷‍️ Recruiters keep telling me they can no longer post packages, but inevitably, they always do. I believe there is a cap, and I believe it is rarer to get numbers past a certain point, but constantly telling me they can’t go any higher (“you don’t have the experience”) and then watching them increase their bid by 10% borders on a dangerous level of lying. I guess that’s part of doing business. 🤷‍️

After another round of negotiation (and a few days), it was down to three: After another round of negotiations (a few days later), there were only three negotiations left:

Bravo: 180k / 250k / 75k (261k/yr; +23k/yr from initial)

Delta: 170k / 250k / 50k (245k/yr; +17k/yr from initial)

Foxtrot: 180k / 250k / 50k (248k/yr; +18k/yr from initial)

At this point, it had been something like a week and a half of negotiation, and this after months of interviews/prep. I was so ready to be done. I had decided based on product, culture, pay, perks, benefits, reputation that it was between Bravo and Delta. At this point, we were about a week and a half into negotiations, after months of interviews and preparation. I am ready. I decided on a partnership between Air Bravo and Delta based on product, culture, compensation, perks, benefits, and reputation.

Delta wanted me to give a final number and commit to it. They were extremely insistent that I provide one. Delta wanted me to give a final number and make a commitment. They were very insistent that I provide one.

I told them to give me a few hours and called my recruiter from Bravo. I told them to give me a few hours and call my recruiter at Bravo.

I explained that Bravo had a lot that I respected more than Delta, but that Delta wanted me to verbally commit to a number to move forward. I explained that Bravo had more respect for me than Delta did, but Delta wanted me to verbally commit to a number to keep me going.

I was going to work at Bravo or Delta. They were offering similar packages, but I didn’t know how high I could push Delta on the last counter. I also wasn’t comfortable playing that game. I’m going to work at Bravo or Delta. They offer similar packages, but I don’t know how high I could push Delta at the last counter. I don’t like playing that game either.

Everyone gets one last ask. You’ve been building up to a point where you get to launch your most powerful salvo—use it wisely. Everyone has one last question. You’ve established a point from which you can unleash your most powerful volley - use it wisely.

For me, this was that moment. It was time. For me, this was that moment. This is time.I asked Bravo to up their package by a meager $5k yearly in stock (a very small ask in retrospect…), something companies are far more flexible on. I said if they could do that, I would sign and be confident I didn’t leave too much on the table. He said he’d get back to me and that he was confident we could work something out. I asked Bravo to increase compensation with a modest $5,000 per year in stock income (a small request in retrospect…) and the company was much more flexible in that regard. I said if they could do that I would sign and believed I wasn’t leaving too much behind. He said he would contact me and he was confident we could work it out.

My Final Offer My Final Offer

Bravo’s recruiter emailed back and said he worked out a new package for me and wanted to run it by me over the phone. I already knew at this point that if he met my ask (180k / 270k / 70k, TC 265k) that I would sign right then and there. I’d thought long and hard about this last little dance. Bravo’s recruiter emailed me back and said he had a new package designed for me and wanted me to demonstrate it over the phone. At this point I already know that if he meets my requirements (180k/270k/70k, TC 265k), I will sign there immediately. I thought about this last little dance for a long time.

Bravo: I heard back and got approval for a new offer and I wanted to see what you thought. We’d like to offer you a {salary + annual bonus} of $180,000. In addition to that, we would like to offer $400,000 in RSUs that vest over four years. Lastly, I was able to get approval for a $90,000 {signing bonus + relocation expenses} package. That would put your four-year compensation package at around $1,210,000, or an annual compensation package of around $300,000. What do you think? Bravo: : I got a response, got approval for a new job, and I want to hear your thoughts. We would like to offer you an annual salary of $180,000 + bonus. In addition to this, we hope to provide $400,000 of RSU vests within 4 years. In the end, I was approved for a $90,000 signing bonus + relocation expenses. That means your compensation over four years would be about $1.21 million, or about $300,000 per year. What do you think?

Me: Yeah, I’ll sign that. Me: Yes, I will sign it.

Bravo: Really? Awesome! Bravo: Really? That’s awesome!

And that was that. No, there’s no embellishment here. My final ask was for $265k/yr and I was offered around $300k/yr. I don’t know if that was due to the goodwill I had built up with the recruiter or if they were concerned I’d defect. Whatever it was, I’m fine with it. :) That’s it. No, there are no frills here. My last request was $2.65 million/year and I got about $300,000/year. I don’t know if this was because I had developed a good rapport with the recruiter, or if they were worried that I would defect. Whatever it is, I don’t care. :)

The Takeaways

I’m going to summarize a lot of the above in a more digestible way: I’ll summarize the above in a more understandable way:

🤑 Get multiple offers. Obviously this is way easier said than done, but even if it adds a lot of stress to your life, it certainly pays off. With interviews being quite a bit of a crapshoot, it’s tough. If you want to get a new job, though, don’t put your eggs in one basket and do what you can to try to get at least two offers. *🤑Get multiple quotes. Obviously, this is easier said than done, but even if it adds a lot of stress to your life, it will pay off. However, if you want to find a new job, don’t go all-in, do whatever you can to get at least two job offers.
🙊 Don’t lie. I wasn’t personally asked to provide evidence of other offers, but my friends definitely have been. It’s not worth it to lie, especially when your candidate profile is saved at various companies. Good luck getting into a company that catches you. 🙊Don’t lie. I personally haven’t been asked to provide evidence of other proposals, but my friends certainly have. It’s not worth lying, especially when your candidate profile is kept at a different company. Good luck getting into a company that catches you.
🤗 Be kind and respectful. Recruiters are people, too. They’re also the people that act as the path for you getting into your dream company. You don’t need to schmooze them, but be friendly. Help them help you! You may have competing philosophies, but both of you want the same thing in the end: a signed offer from their company. 🤗Respectful. Friendly recruiters are people too. They are also your gateway to your dream company. You don’t need to strike up a conversation with them, but be friendly. Help them, help you! You may have different philosophies, but ultimately you want the same thing: a signed job offer from their company.
🗣 Be (selectively) communicative. Make it very clear to everyone what your timelines are and if you’re waiting on other companies. Keep people in the loop. We hate getting ghosted by recruiters and I’m sure recruiters hate being ghosted by us. Let them know if you’ve signed another offer or if you’re no longer considering theirs. 🗣Be (selectively) communicative. Make it clear to everyone what your timeline is and whether you are waiting on other companies. Get people involved. We hate being flicked in and out by recruiters, and I’m sure recruiters hate being flicked in and out by us. If you’ve signed another job offer or you’re no longer considering their offer, let them know. Let them know if any other companies have made you offers and share their names if you think it would be helpful in your situation.* 👎 Don’t give a minimum (unless it makes sense). You don’t want to give a lower number than a company would have offered you, but you also don’t want to waste anyone’s time. If you know a company won’t be competitive at first, let them know what the other company’s range is. If they’re out, they’re out. Your time is better spent talking to companies you’d actually go to. 👎Don’t give a minimum (unless it makes sense). You don’t want to give a lower number than the company gives you, but you also don’t want to waste anyone’s time. If you know from the beginning that one company is not competitive, let them know what the other company’s range is. If they’re out, they’re out. Your time is better spent talking to companies you really want to go to.

I imagine this is what whiteboard interviews looked like in the 1950s I guess this is what whiteboard interviews were like in the 1950s

🌠 Shoot for the sky. Transparently, my goal was to get a total comp of around $180k. That was the number where I’d quit my current job. I ended up getting over 50% more than that. I didn’t think it was possible for someone with two years of experience to do so. Don’t set a limit in your head of what you can think you can get or it may discourage negotiations. Shooting in the sky 🌠Obviously, my goal is to get a total compensation of about $180,000. This is the number at which I quit my current job. In the end I got more than 50% return. I don’t think it’s possible for someone with two years of work experience to do that. Don’t set a limit in your mind of what you think you can get, or it will hinder the negotiation.
🚫 Don’t reject an offer until you’ve signed another one. You never know what could happen. You don’t want to leave someone hanging on your decision when there is no way on earth you’d sign their offer. But even if an offer isn’t competitive, you’d still sign it if the other companies lost their headcount. Keep your options open. You earned it. 🚫Don’t decline an offer until you’ve signed another one you never know what will happen. You don’t want others to be on the fence about your decision because there’s no way you’ll sign off on their proposal. But even if the bid isn’t competitive, you’ll still sign if other companies lose their employees. Keep your options open. You’ve earned it.
🤔 Think a lot and whittle down your offers. Over the course of your negotiations you’ll converge on the one or two offers you think are “best”. As that happens, focus your time on the ones that make sense, and don’t waste brain cycles on the ones that don’t. 🤔Think a lot and cut back on what you have to offer. During your negotiation process, you will focus on one or two offers that you believe are the “best.” When this happens, focus your time on meaningful things and don’t waste brain cycles on meaningless things.
🤦🏻‍♂️ Bonus: don’t tell teams you’re disinterested in them. I’ve seen people “negotiate” by asking for a larger packages by saying they’re less interested in the company. This sounds like a recipe for disaster — why would you tell a company you don’t want to work for them? Find a new slant. 🤦🏻‍♂️Bonus: Don’t tell your selfless team. I’ve seen people “negotiate” and ask for a raise, saying they were not interested in the company. This sounds like a recipe for disaster - why would you tell a company you don’t want to work for them? Find a new slope.
🎉 Everything above worked. The final offer I signed was ~$300,000 in total yearly compensation (over four years, including a variable annual bonus, and amortizing the signing/relo package). I negotiated it up from ~$225,000*, an increase of 33%. 🎉On top of all work. The last contract I signed was for $300,000 per year in total compensation (over 4 years, including variable annual bonuses, and amortized signing/relo compensation). I increased the price by 33% from $225,000*.

Wrap-Up Summary

After my previous post, I primarily saw three questions: Following my previous post, I see three main issues:

How did I negotiate? How did I negotiate?
How much was I offered? How much money did I pay?
Which offer did I take? Which offer did I accept?

I answered two of those three here. Maybe you can piece together the rest. I’d rather provide value than advertise for my employer. I don’t want the focus here to be on the decision I made for my life. I’d rather help everyone else get to make the same decision. I answered two of these three questions. Maybe you can piece the rest together. I’d rather provide something of value than advertise for my employer. I don’t want the focus to be on the decisions I’ve made for my life. I’d rather help others make the same decision.

There’s also much more in-depth, less-anecdotal pieces I’d recommend reading. There’s this legendary one from Patrick McKenzie and another from Haseeb Qureshi. What you see here is more of a collection of my personal thoughts (and a response to all of the questions I got regarding numbers). I also recommend reading some more in-depth, less anecdotal articles. One is the legendary one from Patrick McKenzie and the other is from Haseeb Qureshi. What you see here is more of a collection of my personal thoughts (and answers to all your questions about numbers).

Please follow (and chat with!) me on Twitter if you want to provide feedback or if you have any questions. I’d love to hear if there are other topics you’d like to read about. I’ve been getting a ton of DMs on Twitter and Discord and I’ve tried to help out where possible. I vastly prefer responding on Twitter, though, so if you want to chat, try there first. If you’d like to provide feedback or have any questions, please follow me on Twitter (and chat with me!) I’d love to know if there are any other topics you’d like to read about. I’ve received a ton of DMs and discord messages on Twitter and I’ve tried to help where possible. I prefer replying on Twitter, though, so if you want to chat, try Twitter first.

Happy negotiating. 😊 Happy negotiating. 😊the initial offer didn’t talk about a relocation package; my guess is I would have received it anyway, so the starting value was likely higher The original offer made no mention of a relocation option; I’m guessing I would have received it anyway, so the initial value was probably higher

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