The sooner you have conversations about salary in your job interview, the better. I learned this when I successfully negotiated a $54,000 sign-on bonus at Amazon, on top of a six-figure salary and $100,000 in stock options.

They initially pushed back, but because I knew how to quantify my value, I was able to show them how much they would lose if I walked away. Two days later, they told me they found the budget to give me the full $54,000 I had asked for. 

Today, I run a business called PayBump where I teach people how to land high-paying jobs and build financial security through negotiation. 

Here are my cardinal rules for a successful negotiation:

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1. Salary negotiation starts before the offer

Many people assume that salary negotiations begin when they get an offer. But by then, the company has already assigned you a value based on two factors:

• Your resume and whether it highlights measurable impact.
• Your application and the number you entered in the "desired salary" box, which tends to be a trap.

For Amazon, I didn't just list my past experience on my resume. I framed it in a way that made my value clear. Some examples I used:

• I reduced onboarding time by 30%, saving the company $500,000 annually.
• I led a team that generated $2 million in sales in six months.
• I built a system that cut costs by 20% across multiple departments.

By quantifying my impact, I presented myself as a high-value hire, which gave me more leverage when it was time to negotiate.

I learned from this experience to never list your current salary on an application. If they ask, say it is confidential. And when asked about salary expectations, tell them you need to learn more about the responsibilities of the job first.

2. Negotiate more than just salary

When Amazon sent the first offer, I didn't just focus on base pay. The smartest negotiators look at the entire compensation package, including sign-on bonuses, equity, relocation packages and performance-based incentives.

I positioned my counteroffer like this:

"I appreciate the offer, and I'm excited about the role. Given my experience leading multimillion-dollar projects, I would love for us to align on the compensation package. If we can get closer to [$X] in base salary, plus a $54,000 sign-on bonus and $100,000 in stock, I would be happy to sign today."

This gave Amazon a clear number to work with and made it easier for them to say yes. 

3. Know what your counterparts are earning

Many job seekers have no idea what the market pays for their role, so they negotiate blindly. Most companies, however, have salary bands, internal pay data and industry benchmarks that you can use to your advantage. 

Before negotiating, I made sure I knew my worth by:

• Talking with a friend who worked as compensation analyst.
• Researching SEC filings for insight into executive pay.
• Using my LinkedIn network, and asking mentors and peers, "What is the going rate for this role?"

When I walked into my Amazon negotiation, I already knew that my counterparts at similar companies were making more. So I didn't just negotiate, I aimed for the highest end of the range and structured my counteroffer accordingly.

4. Negotiate from a place of strength, not desperation

When Amazon initially resisted, I didn't panic. Instead:

• I reminded them of my value: "Based on my impact at my last company, I would bring in significantly more revenue than this additional compensation would cost."
• I used silence as a tactic, knowing that most recruiters expect candidates to break first.
• I informed them that I had other offers on the table.

Within 48 hours, Amazon came back with the full sign-on bonus and stock package.

5. Be willing to walk away

Companies spend thousands of dollars sourcing talent. Contrary to popular belief, I've found that they will go to great lengths to meet your requirements. 

If a company is making you an offer, they have already decided they want you. If they push back, it does not mean no — it means they need a reason to say yes. Remember, your willingness to walk away is your biggest leverage.

I once turned down an offer from another company because they wouldn't budge on salary. Two days later, they "found" an extra $30,000. When you know your worth, you do not settle.

Ultimately, that $54,000 sign-on bonus wasn't just a singular financial win for me. It was the foundation I built my business on. 

Jasmine "Jazzy Mac" McCall is a career expert and the CEO and co-founder of PayBump, a career development platform that helps everyday people land remote, corporate roles. Follow her on YouTube and LinkedIn. 

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