When you receive an offer, resist the urge to accept or reject immediately. Instead, thank them, express enthusiasm, ask for the full details in writing, and request a bit of time to review. Many companies leave room in the initial offer expecting some negotiation, and accepting the first number often means leaving significant money on the table. A good opening when countering is to start with appreciation and enthusiasm, then transition to the substance: "Thank you again for the offer. I'm excited about the role. After reviewing the details, I was hoping we could discuss the compensation." Framing your counter with market data makes it harder to dismiss: "Based on my research of similar roles in this market and my X years of experience, I was expecting something closer to [amount]. Is there flexibility to move toward that?"
Plan your approach in advance. Bracketing means asking for a number somewhat higher than your true target so that, after concessions, you still land near your real goal. A concession strategy involves deciding what you are willing to give up, in what order, and what you want in return for each trade. Never give ground without getting something back, because unconditional concessions train the other side to keep asking. Use conditional, "if-then" language: "If we keep the base at X, could we increase the signing bonus and add an extra week of vacation?" Sequence your asks, starting with the most important (usually base or total comp) and moving to secondary items once that is settled; tackling too many points at once can feel unfocused.
Leverage and alternatives shape every negotiation. Having multiple offers increases your leverage and gives you concrete comparison points, but use that leverage ethically by sharing high-level details without breaching confidentiality: "I do have another opportunity at around X total comp, but this role is my top choice if we can get closer to that level." If you truly have no idea what a role pays, ask for their range. If they ask for your expectations, give a researched range tied to the role rather than your history. Aim for one or two thoughtful counters; more than that risks goodwill unless there are major new facts. Know when to stop pushing: when the other side has clearly explained the limit across base, bonus, and equity, further pressure usually damages the relationship without much upside. Watch for negotiation fatigue, which makes people accept bad terms just to be done, and protect yourself by taking breaks, reviewing offers with a trusted friend, and keeping your walk-away point visible. If a conversation turns tense, slow down, acknowledge the tension, and refocus on shared goals. And above all, avoid negotiating against yourself by stating your ask clearly, then waiting for their response instead of quickly offering a lower fallback.