Market range for my grade / my region: $\\\\$ My walk-away number (below this, I decline): $\\\\$ My realistic target: $\\\\$ My anchor (stated first, above the target): $\\\\$ Anchoring rule: your first negotiation shapes the next ones — always state your number above your target.
“Given my experience in [expertise], my results on [recent contribution] and the market ranges for this level, I am aiming for [anchor number].”
Then: silence. Do not justify further — let the other side respond first.
“That’s above our salary band” - my answer: $\\\\$⁍ “Let’s revisit this at the next review” - my answer: $\\\\$ “Other candidates ask for less” - my answer: $\\\\$
□ I have three recent contributions phrased as impact (not tasks) □ I know the market range (2 sources minimum) □ I rehearsed my opening script out loud □ I know what I ask for if salary is blocked (training, mission, remote days, bonus) □ I have set my walk-away number - and I am ready to hold it