The job search is over!  You have an offer in hand, and you are the bees’ knees!  They chose you above everyone else, so you must be really good.  Was it your perfect resume, your flawless networking or your stellar interviewing skills?  It was probably all three as well as your polish, your incisive questions, your enthusiasm, your depth of knowledge about the organization and a dozen other factors that lead employers to make their hiring decisions.

With the offer in hand, the whole power structure suddenly changes.  It is no longer solely in the employer’s hands.  You, the prospective employee, have some newfound control in the ultimate outcome of the process. 

It is commonly regarded that the first offer you receive is not necessarily the best one you can get.  So, viewing the offer as a negotiating opportunity is sensible as long as you handle it responsibly.  Here are some issues to take into consideration:

• Was there an indication that this really is the only offer you will get and that there is no room for negotiation?  If so, be sensitive to the clues, and respect the boundaries that have been set.
• What aspects of the offer would you like improved?  Remember there are many factors to consider besides basic salary; you need to look carefully at benefits, vacation policies and quality of life issues which may be much more negotiable.
• What items of the offer are important to you but not of great concern to the organization and vice versa? What possibilities exist for workable trade-offs?
• What comparable statistics or facts can you bring to the conversation if you believe the offer you receive is out of alignment?

The critical variable is the degree to which your skills and background are unique and how much the organization needs you based on these factors.  But, beware not to fool yourself.  You may believe you are the most highly sought after candidate ever, and the flattery of the search process (some organizations are masters of seduction!) and the job offer could go to your head and warp your judgment.

This week, a client of mine sent out two job offers after an intensive six month search.  One candidate responded graciously, and then politely proceeded to negotiate his final terms.  Although he had two other offers lined up, he entered into the negotiation with a genuine desire to find his best fit for his future.  His approach was honest, straightforward and reasonable, and his desirability only increased through the negotiation process.

The second candidate, however, who also had other options on the table, took a completely different approach.  He sent a three page letter filled with demands and questions requesting guarantees about every possible contingency (“Will you assure me that I will always keep the office designated to me?”).  Not only did he want to see what he could get away with on the work front, but he threw in a few extravagant, personal requirements, too (“Would you be willing to get a work visa for my father’s new wife?”).  Intentional or not, his tone came across as brash and brazen, and his primary interests can be interpreted as blatant self-advancement rather than what he could contribute in his new role. 

My client shared the letter with his leadership team, and, although at the time of writing this, they have not rescinded the offer (though this has happened in other cases),  the temperature around the candidate has greatly cooled.  He has set up significant barriers to his future success should he decide to take the job. 

It may be that all he was doing was expressing his anxiety and his need for certainty, but it definitely did not come across that way.  In his case, he overplayed his hand.

When you get your next job offer, how are you going to play yours?

Fredia Woolf , founder of Woolf Consulting, blogs to help people improve their workplace effectiveness and optimize their careers.  As an organizational consultant and leadership coach, she works with clients to increase insight, inspiration and impact. She can be reached at fwoolf@woolfconsulting.com.

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Last updated on July 27th, 2010 at 07:32 pm