With credit to Nick Corcodilos of “Ask the Headhunter,” here is a smart way to negotiate changes to your job offer by starting with, “Yes.”
I want to give Nick Corcodillos credit for this one. He was, "Ask The Headhunter," a newspaper column and website. He is a great suggestion for a salary negotiation.
It was prompted by a question he received from someone who lives in the Boston area and has an offer to join a firm in downtown Boston (traffic to his office would be hellish, of course). This is how he suggested the negotiation be handled.
The person wants to say yes, but the location is the problem. When you suggested someone do is to say something to the effect of, "I really want to say yes to your offer. I like the people; I like the team; I think the compensation is fine." Notice he is not saying, "I am accepting the offer." What he is saying is, "I really want to say yes to your offer."
"I would like to enter into discussion with you about 1 or 2 of the terms of the offer before coming on board." Notice that he hasn't said yes, yet and that he wants to discuss 1 or 2 of the terms of the offer. You praise the team, the money, the people and now you want to talk about 1 or 2 of the terms of the offer. In this case, the job would move to a work at home situation or a work from home 3 days a week/work at the office 2 days a week situation. No, nothing is guaranteed by firms are used to dealing with "take it or leave it situations" with what someone I know refers to as "sheeples." You know, people who act like sheep.
Rather than act like a sheep, you really know what you want and what you need. What you're doing is buttering them up by saying yes to a variety of things ("I really would like to say yes to your offer), and then saying that you want to enter into a discussion with them about 1 or 2 of the conditions if they would be amenable to it. What you're saying is that you need to negotiate some things.
Again, it doesn't mean that you are going to get them BUT you are starting off with a "yes." Nick believes that this type of butter up scenarios helps and in many of his negotiations.
Nick has a newsletter the comes out I believe every Thursday that you can sign up for at asktheHeadhunter.com. There is a lot of good advice there.
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Jeff Altman, The Big Game Hunter has been a career coach and recruiter for what seems like one hundred years.
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