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How to negotiate your startup salary and equity offer

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As a fun project, I’ve been crowdsourcing data on startup compensation. This sparked a bunch of requests to value and negotiate offers. So far, I’ve helped people get $3M+ (yes million!) in extra comp. Being in the front row of all these negotiations has been fascinating, so I wanted to share some tips, scripts and mistakes to avoid. ‍ Many people see negotiation as a necessary evil. One side “wins” at the expense of another. After all, we’re talking about a finite pool of money. While logically sound, this view holds us back. Here’s a simple reframing: In reality, people often make mistakes that doom negotiations before they begin. Let’s review the biggest ones, and why even competing offers can fail. ‍ People love low-hanging fruits — quick, easy wins that make us look and feel good. But low-hanging fruits are the absolute wrong thing to chase here.  Easy openers actually make for hard negotiations. This is because once a company concedes on a few points, they are less likely to

How to negotiate your startup salary and equity offer How to negotiate your salary and equity offer Lessons from helping people get $3M+ in higher comp As a fun project, I’ve been crowdsourcing data on startup compensation . This sparked a bunch of requests to value and negotiate offers. So far, I’ve helped people get $3M+ (yes million!) in extra comp. Being in the front row of all these negotiations has been fascinating, so I wanted to share some tips, scripts and mistakes to avoid. ‍ Rethink negotiation Many people see negotiation as a necessary evil. One side “wins” at the expense of anothe

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