People often ask, "Can I negotiate in this economy? If I really need this job, shouldn't I accept a sure thing rather than risk losing in a negotiation? And they cite these reasons why they shouldn't negotiate. Namely…

--The Employer is probably cutting back in this economy, so why ask?
--It would seem greedy in this economy to ask for more.
--Most importantly, I could lose the offer!

They're right, too, about losing the offer! Here's how it could happen:

1. You ask for more.
2. The employer says, "I'll see what I can do."
3. The employer offers the job to another candidate.
4. Bang! You are still out on the street looking for work.

OK, it is "hard times" for many employers…but what about you? Employees aren't rolling in dough in this economy, either. Still, you're in a double bind. If you don't negotiate, you lose money. If you DO negotiate, you can lose the job offer. Yipes!

Is there anyway around this double bind?

Yes, it's a maneuver that minimizes the risk of negotiations and still leaves the opportunity to negotiate. I call it the "Lock Down."You lock down the offer as it is made before you negotiate for more.

The timing goes like this: Once they extend an offer or say that they'll be putting one together, and before you share your salary research and/or salary expectations, lock down the offer. That is, get an agreement that they won't "bail out" on you. You want them to hang in with your negotiations until you get to a "yes" or "no."

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Need Some Help in Your Career or Job Search? 
Let's have a conversation--no obligation. The job search doesn't have to be as tough as a lot of people make it. Call me at 847-673-0339 or send us an email. 

Steve Frederick

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Here's three examples of wording for your response to an offer.

1) "An offer! That's really good news. I presume this offer is firm, right? I would like to negotiate on a few points and want to make sure that the offer as it now stands, is firm. Is that right?"

2) "An offer! That's really good news.There will probably be a few points to discuss about the package, and I have a question. Sometimes talking about money can get a little uncomfortable. I wouldn't affect the offer as it stands by discussing it, would I?"

3) I appreciate your offer, and would like to negotiate a point or two. Before I start, though, I want to make sure I wouldn't jeopardize the offer as is, would I?

This lock down move gives away a little negotiating leverage, but that's the price of security. No one can GUARANTEE they won't talk to an interloper, but it has the strength of a "handshake deal" if they agree.

There's an even safer lock down, but it gives up more negotiating power. The strongest negotiating position is an "I'm willing to leave the table" position. If you don't come up with more, you might lose me as a candidate. The lock down, above, signals the employer that if they do nothing, you won't walk away. This next lock down goes beyond "signaling," and explicitly says, "I'll accept."

It would sound like this. "Thanks for the offer. I can see you put some thought into it, and I think it is a fair offer. Now, I do have a couple things to discuss, but they're not deal breakers. If they can't be changed, I'd accept the offer as is. Could we discuss those without affecting the offer as is?"

This gives away almost all your negotiating leverage, but it is the strongest "safety" position.And, it's surprising how often my clients can still get more salary, benefits, perks, bonuses, etc., even though they have admitted they'd accept the offer as is.

Remember the Lock Down move!

---and be sure to call us if you're struggling.  847 673 0339.