The counter - accept or walk away?
The counter - accept or walk away?
Say you are in negotiation discussions with a potential employer. You present your desired salary. The employer comes back with an offer that is 70% of your ask.
Should you take it?
Well, it depends.
When a request is rejected, your next steps are fairly straightforward: make do or find other options. But if your request is met with a counter — an offer materially different than what you had asked for — you may feel unsure how to respond, especially if the terms don’t meet your initial target.
After an emotionally-invested or high-stakes conversation such as a negotiation, it can be tempting to react impulsively, either based on emotion or your immediate circumstances.
For example, if you:
lack options and are starting to feel desperate, you may want to seek closure amicably and quickly: “I should just take the offer since this is the best I can do right now.”
have compelling leverage (e.g., competitive offers, stellar performance history, etc.), you may feel strongly about holding your ground or even speaking out against terms you deem unfair: “How dare they come back with such a joke of an offer! I deserve better than this.”
don’t have enough information or experience, you may simply feel lost and paralyzed with indecision: “Does this offer value me or does it stifle my career growth?”
While it’s understandable to feel confused and even conflicted about the counter, it’s important to keep in mind that most negotiations entail multiple rounds of discussions before arriving on a final outcome. It is wise to take a deep breath and stay calm throughout the back-and-forth and thoughtfully assess any proposed terms instead of jumping to a response. In fact, your goals and market value research can help you develop a personalized set of criteria to evaluate your options and determine your best course of action.
Let’s revisit the opening scenario — you receive a counter which is 70% of your desired salary. This may still be a good deal if the terms are aligned with your goals and the following criteria are met:
the counter presents clear advantages over the status quo and your available options
career growth and opportunities look promising; there is a specific plan in place to achieve your target in the future
respect and trust exist — e.g., the boss/decision maker is a loyal ally and has a solid track record of consistently advocating on your behalf
If the above conditions are not true, perhaps holding your ground, exploring your options, or walking away may be your best move — especially if:
you feel confident you can secure better options elsewhere
the terms of the counter negatively impact your financial or emotional health
there are red flags you cannot/should not ignore (e.g., difficult people, toxic culture, the absence of trust, lack of communication and transparency, etc.)
Even with all the research, scripting, and practice, you may not get exactly what you want in a negotiation. But if you have faith in your goals and utilize a sound decision making framework, you can reinforce your career direction and ultimately chart a path to a winning outcome.