When Facebook COO Sheryl Sandberg got her first salary offer from CEO Mark Zuckerberg, she didn’t have any plans to negotiate.
“I was ready to accept the job,” Sandberg wrote in her book, Lean In, published in March 2013. “No, I was dying to accept the job.”
Sandberg said she was afraid that if she were to “play hardball,” Zuckerberg wouldn’t want to work with her. But right before she was about to accept the job, her brother-in-law pointed out that no man at her level would consider taking the first offer.
This motivated Sandberg to go back to Zuckerberg and negotiate hard. “He resolved the gap by improving my offer, extending the terms of my contract from four to five years and allowing me to buy into the company as well,” Sandberg said.