The point of negotiation
Negotiation is not confrontation. It is alignment between value, scope, and risk.
Before the call
Ask AI for three artifacts:
- Market range for your role and location.
- A value summary based on your quantified wins.
- A response tree for likely objections.
Core script
"I am excited about the role. Based on scope, market data, and the impact profile we discussed, I am targeting a base range of X-Y. How flexible is the team there?"
Keep the tone collaborative and specific.
If they push back
Ask: "What constraints are most binding right now: base, bonus, equity, or level?"
Then trade across dimensions instead of repeating one number.
After the call
Use AI to generate a follow-up note that:
- confirms excitement
- summarizes value themes
- documents numbers and next steps
Documentation reduces ambiguity and keeps momentum.