Before you sign.

1. 01

   Go back to why you were looking

   Write down the reasons you started this. Then check the offer against them. More money on its own rarely fixes what made you look.

2. 02

   Get it in writing

   A verbal offer is a good sign, not an offer. Ask for the full terms in writing before you react to any of them.

3. 03

   Don't answer on the spot

   Thank them, tell them you're glad to have it, and ask when they need an answer. Then take a day with it before you respond.

1. 01

   Don't save it for the end

   The best negotiating happens before there's an offer. Say what it would take to get you to yes from the first conversation. An offer built on what you've already told them rarely needs much negotiating.

2. 02

   No surprises

   Roles change as a process goes on, and so does your understanding of them. If the scope grows or your number moves, tell your recruiter when it happens and talk it through. A new number that first appears at the offer costs trust on both sides.

3. 03

   Use your recruiter as your advocate

   If you have one, they're on your side the whole way, not only at the end. They can shape the offer before it's written, tell you how the company is thinking, and test a number without it costing you anything.

1. 01

   Base

   The only number that's guaranteed. Compare it to what you make now and to what you said you wanted at the start.

2. 02

   Bonus

   Ask what the target is, what it's tied to, and what it has paid out in the last two years. A target that never pays is not pay.

3. 03

   Equity

   Treat it as upside, not salary. It may be worth a lot or nothing. The next section covers what to ask.

4. 04

   Benefits and time off

   Health coverage, retirement match, leave and time off add up. Ask for the benefits summary and price the difference from what you have.

5. 05

   The job itself

   Title, scope, who you report to, and the size of the team. These decide where you are in three years more than the first-year pay does.

It's reasonable to ask every one of these. A company that won't answer is telling you something.

1. 01

   What kind is it

   Options, restricted stock units and profits interests all work differently. Ask which one it is and have them explain it in a sentence.

2. 02

   What share of the company

   A number of shares means nothing without the total. Ask what percentage of the company the grant represents.

3. 03

   What it costs you

   For options, ask the strike price and the most recent valuation. Ask what you'd owe to exercise, and when.

4. 04

   How it vests

   The usual shape is four years with nothing in the first. Ask if yours is different, and if anything speeds up when the company is sold.

5. 05

   What happens if you leave

   Ask how long you'd have to exercise after leaving. Ninety days is common, and it can make vested options hard to keep.

1. 01

   Know what moves

   Base, a sign-on bonus, equity, start date, title and the timing of your first review can often move. Benefits plans and bonus structure usually can't.

2. 02

   Make one ask

   Put everything in a single request. Coming back a second and third time wears out goodwill quickly.

3. 03

   Give a number you'd say yes to

   "Can you do better?" invites a small bump. "If you can get to this, I'll sign" gets a real answer.

4. 04

   Know where you'd walk away

   Set your floor before the conversation, not during it. If the final offer is below it, say no politely and mean it. Don't bluff about leaving unless you're ready to.

5. 05

   Tie it to the job

   Reasons that come from the role and your experience land. Reasons that come from your expenses don't.

6. 06

   Remember who you're talking to

   These are your future colleagues. Be direct and warm, and be someone they're still glad they hired when it's done. It isn't common, but offers do get pulled. How you ask matters as much as what you ask for.

7. 07

   Plan for a no

   A no to your ask is not a no to you. The original offer usually still stands. Decide before you ask whether you'd take it as it is, so their answer doesn't catch you without one.

1. 01

   Expect one

   If you're good at your job, your company will likely try to keep you. Decide how you'll respond before you resign, not in the room.

2. 02

   Ask why now

   If the raise or the promotion was possible, ask yourself why it took a resignation to get it.

3. 03

   Check it against your reasons

   A counteroffer usually fixes pay. If your reasons were growth, scope, team or direction, those are still there on Monday.

4. 04

   Resign so it isn't a negotiation

   Say you've accepted another role, thank them, and give your date. Don't frame it as a decision you're still making.

1. 01

   Read the restrictions

   Non-compete, non-solicit, confidentiality and notice terms. Know what you're agreeing to after you leave, not only while you're there.

2. 02

   Check that what was said is written

   Anything promised in conversation, such as a review at six months or a remote arrangement, should be in the letter.

3. 03

   Answer by the date you gave

   If you need more time, ask for it with a specific day. Going quiet makes a company nervous.

4. 04

   Tell your recruiter first

   Before you sign, and before you resign. They can settle any open points, and they'll want to help you plan the resignation.

5. 05

   Close your other processes

   Let the other companies know you've accepted. It takes two minutes and people remember it.