Find the Decision Maker
When my student Patrice received a job offer, she made sure to follow the negotiation best practices she learned in class. First, she requested time to carefully review the terms of the offer. Then she conducted her market value assessment to determine the right target range. Finally, she prepared a compelling script to advocate for more.
After completing this checklist, Patrice felt confident and ready to deliver her ask. But the question was — to whom?
When it comes to advocating for yourself, it’s important to present your case directly to the decision maker — the person who has the real power to make changes to the offer. Even the most compelling of asks can fall flat if you attempt to negotiate with someone who is not empowered to make strategic decisions related to your role or the organization.
Let’s consider the following scenario. After rounds of interviews, a recruiter from a large, established company presents you with an offer: “I am calling with some great news! We are thrilled to offer you an official role on the team…”
The recruiter’s goal is to close the deal and sign you on to the team she is representing. She provides attractive details about the role and job offer package, including compensation and benefits. The recruiter is hoping you will accept quickly, but is prepared to answer any general questions you may have. And in some cases, if presented with a reasonable request or counter, the recruiter may have the power to increase the original salary within a limited range without having to obtain approval from the higher-ups.
Although you may be able to work with the recruiter to enhance your offer, this win can be misleading. You have a much better chance of hitting your target range if you negotiate directly with the key decision maker, in this case the hiring manager, who has the information and authority to increase the offer significantly more than what a recruiter can do.
So if approached with an offer from a recruiter, feel free to express appreciation and excitement. But when it comes time to present your case, make sure to reach out to the hiring manager: “I’m thrilled to have received an offer with this team. I have a few additional questions and was wondering if we could schedule some time to discuss…”
When working with strategic decision makers, you will discover that exceptions to pre-established rules and guidelines are made all the time. In Patrice’s case, she was able to present a very compelling case to her hiring manager because she had a competitive offer from another company. After looking to the fill this role for months, the manager did not want to lose such an outstanding candidate, especially to the competition. The manager decided to loop in senior management (i.e. other key decision makers) in order to secure additional budget to match the other offer.
Patrice was thrilled with the outcome. By identifying the key decision maker, she was able to assert her value and launch a promising new chapter in her career.