Most candidates either don't negotiate at all, or push so hard the recruiter gets uneasy. There's a calmer middle path that works more often than either extreme.
Do your research first
Know the realistic market range for the role, level, and city before the conversation starts. A number backed by data is much harder to dismiss than a number pulled from thin air.
Let them name a figure first
Whoever states a number first gives away information. If asked for your expectation early, it's fine to redirect: "I'd like to understand the full package first."
Negotiate the whole package
Base salary isn't the only lever — bonus structure, remote flexibility, learning budget, and joining date can all be negotiated even when the base number is fixed.
Keep it collaborative, not combative
Frame it as "how do we get to a number that works for both sides" rather than an ultimatum. Recruiters remember candidates who negotiated respectfully.