When negotiating, does the decision ultimately fall on the hiring manager or HR? Is it not a smart move to negotiate over email?

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^ that’s not necessarily true. The hiring manager (if a big company) may not even know your salary and what your negotiating process was - once you finalize and accept an offer. They definitely can weigh in and push for you to get what you want because they really want you, but in my experience they don’t have that much of power to push $ up or down. Unless they own the budget completely, that’s a different story

HR will usually be synced up with a compensation team that can approve offers outside of a range because of whatever reason

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HR has no power. None.

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