First start with what you want, because there are multiple variables at play in an acquisition:<p>- Cash Comp - What you are actually paid every 2/4 weeks.<p>- Sign On Bonus / Retention Bonus - Paid lump sum (or over time) for joining the acquirer.<p>- Benefits - 401K / HSA / Health / Medical / Dental, individual or dependents.<p>- Equity - Assuming your equity will be bought out (cash) or rolled into new equity or both.<p>- Equity Vesting Schedule (AKA Golden Handcuffs) - On what terms does it vest? What are the strike prices for options?<p>- Non-Compete - May be part of the acquisition for a period of time.<p>- Termination - Golden parachute or termination without cause and you lose your equity?<p>Next, figure out what they can give you on each of these compensation areas.
This is the negotiation part.<p>- Maybe they are in a cash crunch and they can give you really generous stock grants?<p>- Maybe they are out of options in the pool and need to refresh it, so they'd rather give you cash.<p>Objective of negotiating is finding a solution that works for both parties. You will have a much better time if you focus on what works for them, and toy around with your preferences.<p>Every negotiation that starts with "Take them for all they are worth" sets the wrong tone.
I have no experience of your situation but I think you should perhaps start by negotiating your level and title as an employee as part of the acquisition. I suppose that what's achievable is correlated to the size of your startup.<p>Whether you join as, say, Director or VP will have a direct consequential impact on your salary (you'll automatically fall within different compensation bands) but also on your standing within the company.
If it is a large company they have pay bands that limit their flexibility. I would start by negotiating level and research those pay bands. Might be easier to negotiate a one time payment or something that a deviation from their pay structure.
This post helped me (and many others here, I'm sure) learn about salary negotiation: <a href="https://www.kalzumeus.com/2012/01/23/salary-negotiation/" rel="nofollow">https://www.kalzumeus.com/2012/01/23/salary-negotiation/</a>