This isn't the worst advice, but my personal opinion is that candidates would get the most leverage around drilling down into point 2 around loss. BATNA is the

This isn't the worst advice, but my personal opinion is that candidates would get the most leverage around drilling down into point 2 around loss. BATNA is the most powerful negotiating tactic there is, because it's rooted in reality. The only thing worse than the fear of a bidding war is an actual bidding war. If you're a savvy candidate and you understand the correlation of offer negotiation to sales, this makes intuitive sense and it will help you get to another critical data point -- how does your counterparty treat you in the negotiation process when you have multiple real offers on the table? In my opinion, this is the true value you get from negotiation; just as useful as the extra salary itself. If you end up winning the negotiation but you see resentment and a lack of respect in the process, it should give you some information about the kind of party that you are dealing with. Additionally, it should mean you can get all of your offers up to the max reasonable range you'd expect, and then you have the option of going with the one that feels the best, where you're most convinced you'll be working with good people. That's the critical part. You want to max your salary but not compromise integrity in the process -- if you make another 2% in first year salary but you end paying much more in sanity, poor fit, burnout, or lack of growth opportunities, you won't end out ahead. Get what you're worth in the short term, but be greediest about the long-term.