# Salary & Day Rate Negotiation — Playbook

**Peter Bardenhagen** | *Your process for every negotiation — from first contact to signed agreement*

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## Phase 1: Pre-Negotiation (Before Any Contact)

### Know Your Numbers
- **Minimum viable rate**: $950/day (what covers your burn + 20% margin)
- **Target rate**: $1,100–$1,500/day (market rate for your skillset)
- **Stretch rate**: $1,600+/day (if you have multiple options or a unique fit)
- **Multi-year contracts**: discount no more than 5–10% for guarantee

### Know Your Leverage
- **Current options** → List every active opportunity (recruiters, direct clients, your own projects)
- **Financial runway** → How many months can you hold out?
- **Unique value** → Your specific combination of skills they can't easily find

### Prepare Your Materials
- Updated CV tailored to the role (pull from `career/cv/`)
- Capability statement / portfolio of key deliverables (AgentsOS, CeCiL, MyDesk)
- References ready (3 people who will take the call)
- Rate justification data (market research, Hays guide, LinkedIn salary)

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## Phase 2: Initial Contact (Recruiter / Hiring Manager)

### The First Call — Rules of Engagement

**DO:**
- Let them state the range first ("Can you share what budget you're working with?")
- Be vague on your current rate ("I'm currently engaged on several projects at various rates")
- Talk value before numbers ("Let me first understand the scope and impact")
- Ask about timeline and urgency (leverage later)

**DON'T:**
- Never give a single number — always a range
- Never say "I'm looking for" — say "For a role of this scope, I'd expect"
- Don't negotiate on the first call — "Let me think about the full picture"
- Don't reveal your floor — "That's below what I'd typically consider"

### The Range Script

> *"For a role with this level of responsibility, my typical range is $1,200–$1,500 per day, depending on the engagement structure and duration. What budget have you allocated for this position?"*

---

## Phase 3: Active Negotiation (Post-Interview)

### When You Have An Offer

1. **Always say thank you** — "I appreciate the offer, and I'm excited about the role"
2. **Never accept on the spot** — "Let me take 24 hours to review the details"
3. **Prepare your counter** — based on your research and leverage
4. **Counter in person / on phone** — not email. Email lacks tone and timing

### The Counter-Offer Framework

```
"Thank you for the offer. I'm very interested in the opportunity.
Based on the scope of responsibilities and market rates for this
skillset, I was expecting something closer to $X. Is there
flexibility in the budget to get to that level?"
```

### What To Negotiate (Beyond Rate)

| Lever | Contract | Permanent |
|-------|----------|-----------|
| **Rate/Salary** | Day rate | Base salary |
| **Equity** | N/A | Options / shares |
| **Bonus** | Completion bonus | Annual bonus % |
| **Flexibility** | WFH days, hours | WFH policy |
| **Leave** | Unpaid leave OK | Extra annual leave |
| **Notice period** | Shorter = better | Longer = security |
| **Tools/Equipment** | Laptop budget | Laptop budget |
| **Professional dev** | Conference budget | Training budget |
| **Start date** | Buffer for notice | Notice period |

---

## Phase 4: Closing

### Confirm In Writing
- Written offer or contract before resigning/committing
- Day rate vs inclusive rate (super included? leave loading?)
- Payment terms (weekly / monthly / 30 days?)
- Notice period on both sides

### Graceful Exit If Not Enough
> *"I really appreciate the offer, but it's not quite at the level I need to make this work. If circumstances change, I'd love to stay in touch — this is an interesting company and I'd follow future opportunities."*

---

## Reference Scripts

### "What's your day rate?"
> *"It varies depending on the scope and duration. For roles like this, I'm typically in the $1,200–$1,500 range. What's the budget you're working with?"*

### "That's more than we budgeted"
> *"I understand. Are there other elements of the package we could adjust — maybe flexibility on hours, duration, or scope that could make it work?"*

### "Can you do $X instead?"
> *"I'd love to make this work. If we could meet at $Y with a 6-month commitment, that could work for me. How does that sound?"*

---

## Red Flags — When To Walk

- Vague about budget/rate from the start
- "Great culture" but below-market pay
- Refuse to put terms in writing
- Push for an answer before 24 hours
- "We'll make it up on the next review" (never happens)
- Rate negotiation before scope discussion