Step 7 — Negotiating the offer

The offer is the highest-leverage ten minutes of the whole process, and most people rush through it out of relief.

CTC is not salary

Cost-to-company bundles things you can't spend: employer contributions, notional benefits, a bonus that's conditional, equity on a four-year cliff. Ask for the monthly in-hand number. Compare offers on that, and on equity separately.

How to ask

• Never name the first number if you can help it. "What's the band for this level?"
• Anchor on the market and the scope, not on your last salary.
• Ask once, clearly, with a reason. Then stop talking.

"I'm excited about this. Based on the scope we discussed and
 what I'm seeing for this level, I was targeting X. Is there
 room to get there?"

Get it in writing

Verbal promises about a title bump "after six months" are not compensation. If it isn't in the letter, it doesn't exist.