Seal the Deal
Negotiating, Accepting, Extending,
or Declining with Finesse
Let us never negotiate out of fear. But let us never fear to negotiate.—John Fitzgerald
Kennedy (president of the United States, 1961–1963)
ALL OFFERS ARE not created equal and, more important, they’re by no means written in stone. That means that there is room for discussion before you and your potential employer come to a meeting of the minds. I’m not advocating negotiations if your visceral response is to accept an offer on the first proposition, but very seldom is an offer so straightforward that there isn’t even one question to be asked, let alone a quibble about it. You know what it takes to get to this point: You look, act, and sound the part; you have the experience, credentials, and education to support your candidacy; and the offer validates that you are the quintessential fit for a given role. Bravo! Job well done! However, if you think the job is in the bag, you are mistaken.
Finally, this is the moment you’ve either been waiting for, or dreading. Regardless of whether you actually decide to negotiate, you owe it to