Negotiation Playbook
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📍 Start here

Note from Linda
How to use this playbook
🌱 Negotiation starts BEFORE the initial offer

Your two hidden jobs
How to not bomb your negotiation before it starts
Scenarios where you can lowball yourself
Scripts for how to navigate these scenarios
Recap
❌ When maximizing TC is wrong…

What to research before negotiating an offer
Scenario: lower TC leads to higher comp
Scenario: higher TC leads to equity wipeouts
👀 How to NOT get screwed on startup equity

How to understand your equity offer (options, RSUs)
Common equity minefields
Checklist: questions about your equity
What to do if they hold back information
What’s negotiable vs. not
Bait & switch, golden handcuffs, my $700K mistake
💰 Find your PERSONAL comp band

How to get paid ABOVE band without competing offers
Why market comp band ≠ your comp band
How to know you can go above market band
⚖️ Evaluate them like an investor

What to look for from the business & team
Why this makes you look good
Questions for private startups (pre-launch) — and what to look for
Questions for private startups (post-launch metrics, strategy, org)
Good vs. excellent: SaaS, marketplace metrics
Questions for bigger companies (strategy, org) — and what to look for
What to do if they decline to answer
Recap
📈 Upsell and differentiate yourself

How to separate yourself from the pack
What to set up to differentiate yourself
How to interview their customers
How to become their thought partner
Start pre-boarding
Share your obstacles
🎯 How to find the RIGHT targets

Psychology, cash vs. equity
Stumbles + how to prioritize what to negotiate
Make anchoring work for you
Deep-dive: finding market comp
Adjusting market comp to your situation
What to expect in the negotiation
Framework for picking the right numbers
Outcomes to expect based on your situation
🏆 Use proven, winning scripts

Why words matter
Beliefs and tactics of great negotiators
Good vs. great negotiators
Real winning scripts and how to adapt them
Notable patterns
How to know what’s truly “final offer”
📉 Avoid these losing scripts

Losing scripts to avoid part 1
Losing scripts to avoid part 2
Avoid saying these things
Avoid saying these things too
Notable patterns
🐎 Maximize competing offers

How to make the most of competing offers
Why competing offers don't always work out
How to drum up more competing offers
When competing offers are NOT competitive
How to maximize value from your offers
When competing offers backfire — and how to avoid this
🔁 Prepare to renegotiate with your current company

How to prepare, time and ask for renegotiation
Why renegotiations are stacked against you
Handle unclear leveling, comp bands, promotion cycles
Measure your readiness for renegotiation
Perfect the timing of your ask
Seed the conversation
🔥 Crush your renegotiation

Handle comp raises being told to you, not proposed to you
Handle awkwardness of negotiating with people you know
When you have a competing offer
Proven renegotiation scripts part 1
Proven renegotiation scripts part 2
When promotions ≠ renegotiations — and how to change that
Examples of creating & capturing value
Value created vs. value captured
Doubling salary & equity in < 3 years
Becoming exceptional and indispensable
🎉 End here

One last thing

Negotiation Playbook

Scripts and strategies proven to work in negotiations during bull and bear markets — even without competing offers. Playbook typically nets $50K+ per negotiation. Price will go up soon.