Revisiting Sarah’s Negotiation: What Could She Have Done Differently?
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With recession fears looming and job security top of mind, many professionals are hesitating to negotiate. But negotiation isn’t just about asking for more—it’s about unlocking possibilities and creating value for both sides.
Let’s take another look at Sarah’s negotiation from January’s post: Sarah was interviewing for her dream job at Rockstar, a prestigious firm on the West Coast. Initially, she planned to accept their offer without negotiation, but after taking a negotiation course, she realized she had room to ask for more. When the hiring manager, Bob, offered her $130K, she countered via email, requesting $140K plus a $5K relocation stipend. After some back and forth, Bob came back with $136K + $5K, which Sarah accepted. While she did improve her offer, there are three key ways she could have negotiated even more effectively.
1. Choose the right communication channel
Sarah conducted her entire negotiation over email—a common choice when a live conversation feels intimidating.
Email is a reactive medium with limitations in negotiation. A real-time discussion (in person, on the phone, or via Zoom) would have been far more effective by allowing her to:
Convey tone and intention: A live conversation makes it easier to sound collaborative and positive, reducing the risk of misinterpretation.
Clarify and adjust: Email can be misread or rushed. Real-time discussions let you gauge reactions and pivot as needed.
Build rapport and trust: Speaking directly fosters connection and reinforces shared goals (e.g., “I value your guidance” or “I want to help us all succeed”), strengthening both this negotiation and future interactions.
2. Don’t set the anchor
Sarah made a strong counteroffer backed by market research but by giving the first number she set the anchor in the negotiation, limiting her ability to explore other aspects of the offer.
A more strategic approach would have been to start with:
"I’m excited about this opportunity and believe I can bring significant value to the team. Based on my market value and competitive offers, I’d love to explore ways to better align the compensation with my skills and impact."
This keeps the door open for the company to propose a higher offer. If they don’t, she could then introduce her number—but in a more informed context.
3. Look beyond salary
And if they weren’t flexible on salary, Sarah could have explored many other avenues:
Growth opportunities: What career paths exist within the company?
Strategic projects: What high-impact initiatives could she contribute to?
Skill development: How will this role support her long-term career goals?
A holistic negotiation strategy would have helped her craft a package that aligned not just with her financial needs but also with her future aspirations.
Conclusion
Sarah’s case highlights key lessons for negotiating in any environment: choose the right communication channel, avoid anchoring too early, and take a big-picture approach. By applying these strategies, you can maximize your opportunities and achieve a more strategic, fulfilling offer.