> "The goal is to appear to be a "integrative" bargainer, while actually bargaining for your own position." Yes! I negotiate compensations on behalf of enginee

> "The goal is to appear to be a "integrative" bargainer, while actually bargaining for your own position." Yes! I negotiate compensations on behalf of engineers (as an engineer --> tech leader --> and now technical consultant working for engineers (and tech adjacent professionals) directly, and not as a recruiter paid by companies). While accepting a job offer in terms of the total package might be "integrative" in some sense, when discussing any one component, say salary, it is very much "positional." Job negotiations tend to be among the most impactful negotiations we make, so if you're curious for my take: you absolutely want to be polite and work with the recruiter to find the offer package that works for you, but it's more about effective self-advocacy and making constructive, intentional statements than either "positional cageyness" or "integrative creativity." In my experience, general negotiation advice doesn't generally apply to heavily imbalanced job/salary negotiations. Companies have more information, authority and experience when it comes to job negotiations, so leveling the playing field means increasing your information, leverage and practice in specific ways. It's not like buying a car or selling a rug... you're beginning a long-term relationship with extremely high stakes! This comment is maybe less helpful than I intended, so if you'd like to learn more, send me a note and I'll make a better attempt at sharing more concrete tips and scripts.