[rb212nyc]

My point is that if you're at the top of your game in tech, you always have choices. Yes, if you're starting out you'll have less leverage to negotiate no matter what. But even in those circumstances, if you're resolved to walk if things don't move at least a little in your favor, it gives you great strength no matter what. Having options, and competitive offers is always preferable but not a requirement to employ this strategy. As I mention in another answer, treat the negotiation as if you're doing it on behalf of a friend who has given you carte blanch to kill the deal if it doesn't improve. Be dispassionate - the more you get wrapped up and invested in making the deal work, the less leverage and strength you'll present in the negotiation.

As I said in the initial post, you should always be considerate and reasonable, but be firm in what's most important to you.

Good luck!