I thought my mention of the bullet point 'Market knowledge' addressed that, but I didn't mention research specifically. Most geeks should have that instinct to

I thought my mention of the bullet point 'Market knowledge' addressed that, but I didn't mention research specifically. Most geeks should have that instinct to seek more data, regardless of what kind of data they get from friends. I never have seen BATNA before, interesting. I'd lump that in with negotiation. If you have multiple irons in the fire, that should be part of your negotiation tactic. If you know what you are worth and you have value above what you are being paid, you should make that clear and negotiate based on those facts. A recruiter negotiating on your behalf mainly serves as a buffer - to prevent either side from souring a deal that should happen. If my client tells me they are going to offer 80K as a first pass to someone making 100K, I'll encourage them to make a better offer for fear of ruining their chances to present a higher offer later. If a candidate tells me to ask for 150K even though they will accept 100K, I'll educate the candidate that this tactic may prevent an offer from ever being made.