For New Positions
The Sequence Strategy: 1. Generate enthusiasm (they want you) 2. Get offer in writing (baseline established) 3. Express gratitude (maintain relationship) 4. Request time (24-72 hours) 5. Prepare counter (data-driven) 6. Negotiate holistically (total package) 7. Get final in writing (protection)
Power Phrases: - "I'm excited about the opportunity and want to ensure the compensation reflects the value I'll bring." - "Based on market data and my specific expertise in [area], I was expecting..." - "If we can get to $X on base, I'm ready to accept today." - "What flexibility do you have on [non-salary component]?"
Nina's New Job Negotiation: - Initial offer: $135,000 base - Counter: $165,000 base + terms - Response: "Budget caps at $150K" - Creative solve: $150K + 25% bonus + extra equity - Result: Total comp increased 45%
For Internal Promotions
The Internal Advantage: - Proven track record - Relationship capital - Institutional knowledge - Lower risk for company
The Promotion Negotiation Framework:
Pre-Promotion Setup: - Document expanded responsibilities - Gather market rate data - Build sponsor support - Create business case
During Negotiation: - Lead with value delivered - Reference market rates - Highlight retention risk - Propose phased increases
Common Internal Objections: - "Budget constraints" → "What about non-cash compensation?" - "Policy limits" → "Who can approve exceptions?" - "Fairness to others" → "Let's discuss my unique value" - "Need more time in role" → "What specific milestones?"
For Raise Negotiations
The Annual Raise Maximizer:
90 Days Before Review: - Update achievement portfolio - Research market movement - Build manager alignment - Plant seeds of expectation
The Raise Conversation Flow: 1. Context Setting: "I'd like to discuss my compensation relative to my contributions and market rates." 2. Value Summary: Present 3-5 major achievements 3. Market Reality: Share researched data 4. Specific Request: "Based on this, I'm seeking..." 5. Commitment: "I'm committed to continuing to deliver exceptional value."
Beyond Base Salary: When base is capped, negotiate: - Bonus percentage increase - Equity refresh grants - Flexible work arrangements - Professional development budget - Additional PTO - Title advancement - Project ownership