Four moves for the conversation where money is actually on the table, not a general essay on knowing your worth.
01
Know your number before you're in the room
Decide your target and your walk-away number in advance, in writing, so you're not deciding live under pressure. The room is not the place to figure out what you actually want.
02
Let them name a number first
Whoever anchors first gives away information. If you're asked for a number before they've given one, redirect once: "what's the range you're working with?", before you answer.
03
Ask for the whole package, not just salary
Base is one line item. Ask about bonus structure, equity, start date flexibility, and review timeline together: you have more room to negotiate across the whole package than on one number.
04
Get it in writing before you say yes anywhere else
A verbal agreement isn't a plan. Wait for the written offer before you resign from anything, turn down anything else, or tell your current manager you're leaving.
Example
"I've really enjoyed the work on [project], and over the last six months I've [specific result, e.g., cut onboarding time by 20% and taken on two direct reports]. Based on what similar roles are paying, I'd like to talk about bringing my salary to [target]. Can we discuss it?" Then stop talking. Let the silence sit instead of filling it with a discount on your own ask.