Things I've learned from negotiating (and helping friends negotiate) over the years. These are notes, not advice. Every situation is different.
Never give the first number. This is the standard advice and it's correct. Whoever anchors the negotiation has a structural advantage. If pressed, redirect. "I'd love to understand the full compensation structure before discussing specific numbers."
Negotiate at the offer stage, not the interview stage. Your leverage is highest after they've decided they want you and before you've accepted. At this point, they've invested time and emotional energy in choosing you. The cost of losing you is real and immediate.
The company's budget is not your problem. If they say "our budget for this role is X," that's information about their constraints, not information about your value. You can acknowledge their constraint while maintaining your ask. "I understand the budget. Here's why I think the higher number is justified."
Negotiate the things that don't have line items. Base salary is the most visible number but it's often the hardest to move. Signing bonus, equity refresh schedule, remote work days, learning budget, title, review timing. These often have more flexibility because they're less scrutinized.
Practice the uncomfortable silence. After stating your ask, stop talking. The urge to fill silence with justification or backpedaling is strong. Resist it. Let the other person respond first. Silence is your friend in negotiation.
Be genuinely willing to walk away. This is a prerequisite, not a tactic. If you can't walk away, you're not negotiating—you're just hoping. The best negotiations happen when both parties know you have options.
Status: Accumulated over several years. Adding new observations as I help friends through job transitions.