Who has leverage in a salary negotiation?
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Who Has Leverage: You just got a job offer. Who has more leverage right now?
You: they've already chosen you over everyone else. After an offer, the company has sunk weeks into picking you and wants to close. Your best alternative (BATNA) sets how hard you can push. Source: Harvard PON – BATNA
The Best Move: What's the best move?
Thank them, then counter with a reason tied to market data or another offer. A justified counter is expected and rarely loses an offer. Source: Wikipedia – Salary negotiation
The Trap: What's the classic trap?
Naming your number first before you know the range. Your first number anchors everything. Let them reveal the band, or anchor high with evidence. Source: Wikipedia – Anchoring effect