A few times a week, I get requests for advice on negotiating a job offer. They usually start like this: I'm in the recruiting process, and I just received an offer from the organization that I want to join. I'd like to sign, but I was hoping for a higher salary. What should I do?
According to conventional wisdom, the best way to boost your salary is to get an offer from a competing employer with a higher salary. It's true that a competing offer gives you leverage, but many people find this strategy distasteful. If you've already decided where you want to work, and you're not well along the way with other employers, it's disingenuous to start interviewing elsewhere, not to mention a waste of your time.
In many cases, I've proposed a different strategy. It requires no hardball negotiating and keeps your integrity intact.
It's an approach that I used during three years negotiating advertising contracts, where I started out as a doormat but somehow ended up setting a few company records. Since then, I've taught it in my negotiation courses to executives and students, and it proves highly effective.
The starting point is to approach someone in the organization who (a) you trust, (b) has some influence, and (c) has a vested interest in hiring you. From there, there are three steps to follow:
(1)Express your enthusiasm: "I'm thrilled about the offer. This is my first choice, for the following reasons, and I'd love to join."
(2)Explain your contribution and/or need: "I just have a few questions about the terms that I'd like to address before I'll be ready to sign."
The merit version: "I know this position often pays $Z, and I believe I can add enough value to earn it."
The need version: "I put myself through school as an investment in education, and I'm in debt $X from student loans. I've calculated the cost of living at $Y; I'm concerned about being able to support myself and my family."
(3)Ask for advice: "I trust you, and I'd very much value your recommendations. What would you suggest?"
By that point, according to clever studies by researcher Katie Liljenquist, three things tend to happen. First, you've flattered the contact. As biographer Walter Isaacson wrote, Benjamin Franklin excelled at appealing "to their pride and vanity by constantly seeking their opinion and advice," and found that "they will admire you for your judgement and wisdom."
Second, you've encouraged your contact to take your perspective. In order to give you advice, the person has to walk in your shoes. With that usually comes a bit of identification and empathy: "I remember when I was in a situation like that."
Now that the contact has a good feeling about you and appreciates your dilemma, you're in for the third response: commitment. In the best case scenario, the contact will take the initiative to advocate for you directly. Failing that, you'll gain some valuable advice about who to approach and how to make your case, as well as some possible history on precedents for negotiating in your role.
Advice-seeking is a powerful way to have influence without authority. If you're worried about manipulation, I have some good news: it doesn't work if it's not authentic. When Liljenquist instructed people to use advice-seeking as an influence strategy, their negotiating counterparts saw right through it. It was only effective when people were genuinely interested in learning from the contacts they sought out.
In most situations, I find that this strategy is just as effective as the hardball approach. When it doesn't work, people sometimes develop doubts about taking the job, and it becomes appropriate to continue interviewing elsewhere. Once a comparable offer comes in, it's still not necessary to play hardball.
All you need to do is share the terms of the competing offer, and say, "I'd rather come here. Is there anything you can do to make this an easier decision for me?"
More often than not, the answer is yes.
Adam Grant is a Wharton professor and the author of Give and Take, a New York Times and Wall Street Journal bestseller about the hidden power of helping others.
Our 2024 Coverage Needs You
It's Another Trump-Biden Showdown — And We Need Your Help
The Future Of Democracy Is At Stake
Our 2024 Coverage Needs You
Your Loyalty Means The World To Us
As Americans head to the polls in 2024, the very future of our country is at stake. At HuffPost, we believe that a free press is critical to creating well-informed voters. That's why our journalism is free for everyone, even though other newsrooms retreat behind expensive paywalls.
Our journalists will continue to cover the twists and turns during this historic presidential election. With your help, we'll bring you hard-hitting investigations, well-researched analysis and timely takes you can't find elsewhere. Reporting in this current political climate is a responsibility we do not take lightly, and we thank you for your support.
Contribute as little as $2 to keep our news free for all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
The 2024 election is heating up, and women's rights, health care, voting rights, and the very future of democracy are all at stake. Donald Trump will face Joe Biden in the most consequential vote of our time. And HuffPost will be there, covering every twist and turn. America's future hangs in the balance. Would you consider contributing to support our journalism and keep it free for all during this critical season?
HuffPost believes news should be accessible to everyone, regardless of their ability to pay for it. We rely on readers like you to help fund our work. Any contribution you can make — even as little as $2 — goes directly toward supporting the impactful journalism that we will continue to produce this year. Thank you for being part of our story.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
It's official: Donald Trump will face Joe Biden this fall in the presidential election. As we face the most consequential presidential election of our time, HuffPost is committed to bringing you up-to-date, accurate news about the 2024 race. While other outlets have retreated behind paywalls, you can trust our news will stay free.
But we can't do it without your help. Reader funding is one of the key ways we support our newsroom. Would you consider making a donation to help fund our news during this critical time? Your contributions are vital to supporting a free press.
Contribute as little as $2 to keep our journalism free and accessible to all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
As Americans head to the polls in 2024, the very future of our country is at stake. At HuffPost, we believe that a free press is critical to creating well-informed voters. That's why our journalism is free for everyone, even though other newsrooms retreat behind expensive paywalls.
Our journalists will continue to cover the twists and turns during this historic presidential election. With your help, we'll bring you hard-hitting investigations, well-researched analysis and timely takes you can't find elsewhere. Reporting in this current political climate is a responsibility we do not take lightly, and we thank you for your support.
Contribute as little as $2 to keep our news free for all.
Can't afford to donate? Support HuffPost by creating a free account and log in while you read.
Dear HuffPost Reader
Thank you for your past contribution to HuffPost. We are sincerely grateful for readers like you who help us ensure that we can keep our journalism free for everyone.
The stakes are high this year, and our 2024 coverage could use continued support. Would you consider becoming a regular HuffPost contributor?
Dear HuffPost Reader
Thank you for your past contribution to HuffPost. We are sincerely grateful for readers like you who help us ensure that we can keep our journalism free for everyone.
The stakes are high this year, and our 2024 coverage could use continued support. If circumstances have changed since you last contributed, we hope you'll consider contributing to HuffPost once more.
Support HuffPostAlready contributed? Log in to hide these messages.