Principals, Managers and Partners - what are the most common mistakes you see in people negotiating offer salaries?

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Negotiating based on what you are making today or using a percentage over your current salary. Makes no sense to a hiring partner and shows you are just a cog in the rat race. Base the salary you are requesting on the value you bring to firm and offer to put skin in the game to prove your value. I will always fight to get the right number for someone who can articulate their business case and willing to put chips on the table.

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It means tying your rating, bonus, options, etc to tangible business results; new clients in the portfolio, successfully building a new team, total lead sales, etc.

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That's kinda vague. Define "chips"

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