What To Do When Salary Negotiations Go South

You breeze through a series of interviews, your references sing your praises, and you pass your background check with flying colors. Your soon-to-be employer extends a job offer that you’re ready to accept. Mission accomplished! Time to pick out that new Tesla!

The offer arrives and your initial euphoria subsides in the face of a new reality – the compensation package doesn’t meet your expectations and you must shift from work mode to salary negotiation mode. You respond with what you believe is a reasonable counteroffer. It is met with silence and suddenly you can’t HR on the phone. What should you do?

1.     Don’t jump to conclusions. There are many reasons the final stage of getting a new job may take longer than you think. It is easy to become impatient and imagine many different scenarios without any reason or evidence. Even if you’ve followed up multiple times without a response doesn’t mean your counter-offer is the cause. Let’s say, however, that the company wasn’t expecting a counter-offer and the delay is because they are deciding how to proceed. 

2.     Salary negotiations are win-win. Your salary is significant. Not only on day one, but it sets your starting point for future compensation increases. However, you and the company are equally happy to reach this stage. Nobody wants to start over. Don’t panic and approach the situation with a measured proportional response. Focus on finding common ground. It’s a negotiation.

3.     Review your counter-offer. Is it as reasonable as you believe? What criteria did you use to determine your numbers? Previous job? Market rate? Did you consult Payscale.com? Do your research and make sure your metrics are beyond reproach. You may need to defend your position and it can’t be, “I want more”. Choose the deal points on which you are willing to be flexible and decide your deal breakers (if any).

4.     Do everything you can to restart discussions. Reach out to whoever made the offer. Email. Leave voicemails. Put the ball in their court. Reiterate you want to work at the company and are ready to align on the final details. At this stage, you still don’t know what the sticking points are or how involved the negotiations will be.

5.     Listen! You have them on the phone. Now what? Listen to what they have to say. Once you know their position you can initiate an informed dialogue. Try and understand their position and reasoning behind their original offer. Use open-ended and conciliatory language, but most of all listen. 

6.     Make your case. You may be told that the original offer is the only one and that you can take it or leave it. In other cases, you may have wiggle room to negotiate. Since you did your homework and prepared in advance, it should be easy to lay out how you arrived at the numbers in your counter-offer, why you believe they are reasonable, and, most importantly, the value you will bring to the company that justifies the extra money or perks you ask for. If you negotiate in good faith, you may be able to move the needle.

7.     Don’t burn bridges. If final negotiations go smoothly, it’s time to resume your hunt for the perfect chair. However, some unions aren’t meant to happen. Negotiations break down. Sticking points can’t be unstuck. Be professional. Thank them for their time. Follow up with a written thank you note. You never know what the future will bring.

Philip Roufail contributed to this article.

Scott Singer is the President and Founder of Insider Career Strategies Resume Writing & Career Coaching, a firm dedicated to guiding job seekers and companies through the job search and hiring process. Insider Career Strategies provides resume writing, LinkedIn profile development, career coaching services, and outplacement services. You can email Scott Singer at scott.singer@insidercs.com, or via the website, www.insidercs.com.