1. Total Compensation Anatomy

Before you can negotiate effectively, you need to understand what you're actually negotiating. "Salary" is just one piece of the puzzle.

Component	What It Is	Typical Range	Negotiability
Base Salary	Fixed annual cash pay	$80K–$350K+	High
Annual Bonus	Performance-based cash (target %)	5%–30% of base	Medium
Equity (RSUs)	Stock grants vesting over time	$0–$500K+/yr	High
Sign-On Bonus	One-time cash at start	$0–$100K+	Very High
Benefits	Health, dental, 401(k) match, etc.	$15K–$40K value	Low
Perks	WFH stipend, learning budget, etc.	$2K–$15K value	Medium

Total Compensation (TC) = Base + Bonus + Equity (annualized) + Sign-On (amortized over commitment period)

Restricted Stock Units (RSUs)

Stock Options (ISOs and NSOs)

You receive the right to buy shares at a fixed "strike" price.
ISOs (Incentive Stock Options): Tax-advantaged; common for employees at startups.
NSOs (Non-Qualified Stock Options): Less tax-favorable; sometimes given to contractors or advisors.
Value = (Current Fair Market Value − Strike Price) × Number of Options.
Higher risk: If the company's valuation drops below your strike price, options can be worth $0 ("underwater").
You typically must exercise (buy) within 90 days of leaving, which can mean a large cash outlay.

Quick comparison:

Factor	RSUs	Stock Options

Included with Salary Negotiation Playbook