Negotiating the Job Offer

You’re close to landing that great executive job and they’re about to make you an offer. The last step is salary and compensation negotiations. Even the most confident, competent executives are fearful at the thought of navigating the critical salary negotiations talks. If you are nervous, don’t despair.

According to Deepak Malhotra, the Eli Goldston Professor of Business Administration at the Harvard Business School and specialist in negotiation:

“Job market complexity creates opportunities for people who can skillfully negotiate the terms and conditions of employment.”

As an EIM member you will get tips and advice on how to do this most effectively whether you decide to run your own search independently or use the services of an executive career coach. By the way, the argument we make for using a career coach is economic based on the speed with which you are likely to land. However, it is in negotiating that compensation package that they can be of the most value.

Steps To Negotiate Salary and Compensation

  • Know your history
  • Keep your cards close
  • Define your range
  • Use your leverage to the fullest
  • Don't accept the initial offer if it's less than you feel you're worth
  • Focus on what you bring to the table, not how much you need to make
  • Make it clear they can get you
  • Understand the person across the table
  • Be prepared for tough questions
  • Focus on the questioner’s intent, not on the question

Stay connected with EIM updates