A complete, tactics-first guide to offers, counters, timing, and closing

What this covers

• The 11 Rules (distilled & applied)
• Decision-point handling and info-protection
• Phone vs email strategy with scripts
• Exploding offers + timeline control
• BATNA building when you have no other offers
• Equity vs cash tradeoffs (RSUs, options) for AU/NZ
• Counteroffer frameworks, “reasons for everything,” and be-winnable closing
• Role-specific scenario kits (SWE, SRE, Architect, Eng. Manager, PM)
• Checklists, templates, and red-team pitfalls

📌 0) Core Mindset (From “Ten Rules for Negotiating a Job Offer”)

You’re not “getting a job”; you’re selling your labour bidding

The 11 Rules (with application)

1. Get everything in writing – Capture all components and confirm by email after each call.
2. Always keep the door open – Don’t commit on a call. Avoid premature “yes/no” traps.
3. Information is power – Don’t reveal targets, current pay, competing terms, or ranking. Anchor to objective data only.
4. Always be positive – Your visible enthusiasm is part of your value signal.
5. Don’t be the sole decision-maker – Reference partner/family/mentor to reduce pressure tactics.