The article is describing a process of maximizing ones compensation. You can continue to have a number you care about in your mind and judge the final offer aga

The article is describing a process of maximizing ones compensation. You can continue to have a number you care about in your mind and judge the final offer against that. Shifting jobs is usually the only time you have lots of opportunities to negotiate up by a lot. Personally Ive found that the better offer I can get, the better tenure I have at a company since I’m not focused on playing games to get promoted, but have negotiated a somewhat higher than expected level and salary.