negotiation. Ostensibly, the employer was up against the wall with a property option for the new office, which was set to expire the next day. Since this opportunity was in a location that was new to Joe, and would require an out-of-state relocation for his family, he required additional time. Was the employer’s applied pressure genuine or simply a negotiation tactic? Either way, the employer seemed unphased by Joe’s request for more time to come to a decision — a clear danger sign. In any negotiation, forcing a decision before there’s a clear understanding between the parties regarding employment conditions, performance criteria, and expected outcomes is a recipe for regret down the line. Finally, at the time when everything fell apart, Joe’s first thought was that he had “blown” a great opportunity. However, in retrospect, he was pleased by how he had protected himself with his counterproposal. His added requests were reasonable and appropriate. They addressed key issues that would transform the job offer from risky to rewarding. He also avoided several areas of significant risk that will never be fully evaluated. Better armed as a result of this negotiation experience,
guarantee his desired salary within three years, regardless of market conditions beyond Joe’s control. Secondly, he asked for more clarity on some of the working conditions that he and the employer had discussed during the interview, but that were not laid out in the employer’s final offer. It was critical that Joe have complete transparency into these specifics, because he was emerging from an unfavorable employment environment at his last job — one that he didn’t want to repeat. Here’s where the unexpected occurred: Within an hour after Joe submitted his counterproposal, the employer withdrew all offers from the table, refusing to discuss the agreement further. It was mind- boggling for Joe. After some reflection, he considered this a learning opportunity and is taking some things with him into his next job pursuit . . . First, he resolved to do more research into his potential employer before attending the first interview. In this case, after the employer pulled the offer, Joe did a deeper investigation and discovered several red flags. The employer’s “client satisfaction” stats in his current market were not particularly good. Additionally, the employer had never before hired a manager or expanded to a subsidiary office. And based on his abrupt termination of discussions, he likely had other management-style issues or agendas that Joe never fully uncovered, all with potential for hidden risks. Secondly, the employer pressured Joe to make his decision within 24 hours — a stipulation that had become a significant factor in the “He considered this a learning opportunity...”
“Something was amiss.”
Joe resumed his employment search, resolving to dig into each new opportunity carefully and be more transparent about his key priorities at the initial stages of negotiation, assuring that both parties are on the same page. Sure enough, he quickly found a superior employment offer, far exceeding his counteroffer to the original employer.
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