Negotiation: A Gratitude Sandwich topped with Finesse
Strategically negotiating a new job offer is a delicate but important task. Whether you’ve negotiated for every role in your career, or this is your first time, there are a few key steps you can take to gain the information and leverage needed to better control the outcome.
Let’s take a look at those steps starting from when you receive the offer (in writing) and decide to negotiate:
☎ Please do not send an email to do the job of a phone call.
Call the Recruiter, HR Leader, or Hiring Manager directly to convey your excitement and appreciation for being considered for the team. Speaking to someone in real time ensures you're able to listen and assess the other party, and then adjust your language/approach as needed.
If you are speaking with HR or the Recruiter, ask for an opportunity to grab a few quick minutes with the hiring manager.
SAY THIS: “Would it be possible to get a few quick minutes with X to make sure I understand their needs for the role and hear their perspective on the day-to-day?”
This is a critical action for a few reasons.
In the excitement of being offered, it’s easy to accept a role without fully understanding the expectations, work environment, team dynamics, etc.
By syncing with the hiring manager, you can get clearer on what the job really entails and decide if it’s right for you.
If you’ve ever accepted a role only to find you hate the job within a few weeks, you already know the importance of this step.
PRO TIP: Be sure to mention how you’ll add value and how quickly you’ll be able to come up to speed (if that’s true for you). 🥪
🙏 The other (potentially more important) reason for talking to the hiring manager and conveying gratitude is to create the right environment for the compensation conversation WITH THE PERSON WHO MAKES THE DECISION.
I’m a rather easy breezy person and prefer to keep things light, but you might have a more buttoned-up messaging style. So, here are two ways to bring up the compensation conversation.
SAY THIS:
“Oh, and I received the offer in writing. It looks like a base salary of X with a bonus of Y. What kind of flexibility do you have?”
OR THIS:
"Hi Sarah, thank you so much for the opportunity to be considered for this role. In looking over the offer and considering the responsibilities of the position, I'd like to ask - what flexibility do you have on the compensation?"
THEN STOP TALKING
After the potentially uncomfortable silence, you'll hear some version of one of three things:
We have flexibility.
We don't have flexibility.
We might have flexibility.
This will inform your next move.
If you hear:
👍 “We have (or might have) some flexibility, but I’ll have to ask/see what I can do. What are you looking for?”
Here's where you can share your number. Consider giving a range.
SAY THIS:
"When we first discussed the role, I know we talked about a range of $150k-$160k. After learning more about what's required for the position, I'm certain I will bring tremendous value to the team. But, I know it will be a challenging role that will require a lot from whoever takes it on. If we could get closer to $170-180k this would be a much easier decision and I would be ready to cancel my other interviews and accept immediately."
👎 But what if they say there’s no flexibility?
SAY THIS:
"When we first discussed the role, I know we talked about a range of $150-160k. After learning more about the role and what's required for the position, I'm certain I will bring tremendous value to the team. But, I know it will be a challenging role that will require a lot from whoever takes it on. I would prefer if we could get closer to $170-180k, but if there's no flexibility on the base salary, are there other levers we could pull to make it make sense for both of us?”
Then, tell them the other types of changes that would make a difference to you
SAY THIS:
“Whether a sign-on bonus, additional vacation time, an increased educational stipend, or something else, I would love to see if there’s any way to come closer together."
🥪 And add any of these things:
Reiterate your gratitude for being considered for the team.
Mention how this role aligns with your values, skills, and/or interests.
Talk about how excited you are to collaborate with those you met in the interview.
Say how you’ll bring value to the organization.
Thank them for the opportunity to learn more about the company, and express how eager you are to get started.
Then, try to get an idea of when you’ll hear back from them.
Getting an offer is one of the best feelings in the world! Congratulate yourself on being chosen and do a little happy dance. Then, remember you’ve just earned leverage.
🥪 By serving up a gratitude sandwich (topped with finesse) you can make sure the role is right for you and negotiate to earn what you deserve while doing it.
If you are job hunting right now, we can help.
