The negotiation sequence: when to talk numbers and when to wait
Compensation conversations have a correct order. Getting the sequence wrong costs more than asking for too much.
Most candidates negotiate too early, too late, or against the wrong counterparty. The sequence that works: align on the mandate first, establish mutual intent second, and only then discuss money - with the person who can actually move it.
Round one: defer gracefully
"What are your expectations?" in round one is a screening question, not an invitation. The correct move is a range anchored high but credible, or a clean deferral: "I would rather understand the scope first; for a role like this the market band is X to Y, and I am confident we will land sensibly if we both want this."
Post-offer: negotiate once, on substance
When the offer lands, you get one proper negotiation cycle - use it on the elements that matter: fixed pay, sign-on to cover forfeited bonus, title. Do not counter, accept, then counter again; the second counter reads as bad faith and occasionally detonates the offer.
The leverage you actually have
- A competing process, truthfully described
- Unvested money you would forfeit, quantified
- Scarcity: a profile they cannot easily replace
Enthusiasm for the role and a firm negotiation are not in tension. Hiring managers respect candidates who want the job and know their value. What they distrust is someone who appears to be running an auction.