My observation is that salary negotiation has little to do with negotiation. The management side of the table is never thinking in terms of economics and has no idea what their BATNA is.
I think this comes from HR and leadership which can't quantify what the right balance is for comp vs their BATNA.
For engineers this is especially challenging because metrics are hard to come by and correlate with the $$$ going out the door.
I think this comes from HR and leadership which can't quantify what the right balance is for comp vs their BATNA.
For engineers this is especially challenging because metrics are hard to come by and correlate with the $$$ going out the door.