NEGOTIATION STRATEGY: Best outcome: ₹24L is achievable. Series B fintechs have salary flexibility and you are a specialised hire, not a commodity one. The competing offer gives you genuine leverage — you are choosing them, not begging them. Walk-away point: ₹19.5L. Anything below is not worth the job change risk after accounting for transition costs. BATNA: Accept the competing ₹20L offer. This is a strong BATNA — you leave this negotiation with a better job regardless. Their likely position: ₹18L is not their ceiling. HR typically has a 15-20% buffer on first offers for specialised roles. Their walk-away is probably ₹23-24L. Their priority: close this hire before you take the other offer. Anchoring strategy: Counter at ₹24L immediately. Do not accept their ₹18L as the starting frame. Anchoring high shifts the final number upward even after compromise. Top 3 objections and responses: 1. "₹24L is above our band" → "I understand, but I have a competing offer at ₹20L and I am choosing to prioritise this role. Can we find a way to bridge the gap?" 2. "We can revisit after 6 months" → "I would prefer to agree on a number that reflects the value I bring from day one rather than a deferred promise." 3. "We cannot match that" → "What is the best you can do?" Then stay silent. Concessions to offer: Earlier joining date, flexibility on fixed vs variable split, written 6-month review clause. Opening line: "Thank you for the offer — I am excited about this role. Based on my experience and the competing offer I have received, I was expecting something closer to ₹24 lakhs. Is there flexibility to get there?"