How to negotiate for equity?

I just received an offer from WalmartLabs. However, the equity reward structure seems unusual. They do not provide grants. The only guarantee that I have the chance to receive a grant as an award. What negotiation strategy should I use?

In general, equity reward is automatically given on a cliff (yearly or quarterly basis) but this one is tied to performance. I would ask the following questions:

  1. How many people actually receive the equity reward?
  2. Why do some people not receive it? When does this happen?

When you have the responses to these questions, you can figure out what you want in your negotiations. Do you want to ask for equity as a sure thing? Or maybe you are fine with equity as a reward and you want to focus your negotiations on something else, like base salary, relocation bonus, or another perk.

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