Salary Negotiation Techniques

We at Kane Partners assume that you have exhausted all internal possibilities of rectifying with your current employer those issues that are causing you to seek new employment opportunities. If, after those efforts, you are considering a counteroffer, don't!

Many industry surveys estimate that 75% to 85% of employees who accept counteroffers end up leaving, voluntarily or involuntary, within one year. Examine your reasons and issues for wanting to make a change. If those reasons are something other than money, then it is likely you will be faced with those same issues after your initial feelings of appreciation wear off. When your resignation is received your employer may make unrealistic promises to keep you. And your fear of change could cause you to do something you would not normally do. Remember making a job change is a career business decision. Don't be fooled and don't let emotions cloud your decision. Your word, professionalism and integrity are critical at this time.

Here are some of the reasons not to accept a counteroffer:

• You will no longer be considered a team player.
• By making your employer aware of your dissatisfaction your loyalty will be in question.
• Your present position did not compensate you before you secured an outside offer. Why should you have to threaten to resign before your employer gives you what you are worth?
• Is the counteroffer just an advance on a raise you would have received anyway? How did this extra money suddenly appear?
• Your employer is likely to begin looking to replace you the day you accept their counteroffer.
• Your employer will take your lack of loyalty into account when promotions and performance reviews occur.

Kane Partners can assist you with these Key Salary Negotiation Strategies


It is wise to delay salary and benefit negotiations for as long as possible in the interview process. You’ll have more power to negotiate when the field of candidates has been reduced to just you -- when the employer is completely sold on you as the best candidate for the position.

Don't negotiate at the time the initial job offer is made. Thank the employer for the offer and express your strong interest and enthusiasm in the job, but state that you'll need time to evaluate the entire compensation package. Most employers are willing to give you a fair amount of time to review.

Kane Partners will help you research information to determine your fair market value for the job you are seeking, the salary range of the job for this specific employer, and geographic, economic, industry, and company-specific factors that might affect the given salary. Kane Partners will also obtain information on the employer's standard benefits package so that you have information beyond salary.

Always ask for a slightly higher salary than you are willing to accept so that when the employer counters your proposal, the salary should be near your original goal.

If the salary you're offered is on the low end -- and the employer has stated that salary is not negotiable, Kane Partners can help you negotiate for a signing bonus, higher performance bonuses, or a shorter time frame for a performance review and raise.

Remember that even if all salary issues are "off the table," there are still numerous other benefits you can negotiate, such as moving expenses, paid vacation or personal days, professional training, and more.

If you have no intention of accepting the company's offer, don't waste your time or the company's by entering into negotiation. Negotiation is a process designed to find common ground between two or more parties.

Once the employer agrees to your compensation requests, the negotiations are over. You cannot ask for anything more.

Kane Partners will make sure that you always get the final offer in writing.

To begin your confidential conversation about your career search, please contact Kane Partners at kkane@kanepartners.net.