Negotiation Skills Training Workshops
With
over twenty-five years of proven industry experience, the
Negotiations
Training Institute of America is the recognized leader in negotiations
training, consulting and performance coaching. Through public open
enrollment workshops and private on-session training sessions, we
have helped leading corporations, non-profit organizations and governmental
agencies improve their ability to
negotiate
better outcomes for their constituencies.
First-time
negotiators as well as those with the greatest
competitive
drive and amount of first-hand experience and
negotiations
wisdom can benefit from our time-tested workshops. Whether focusing
on
negotiating
a contract with a vendor or jumping in to the often-stressful
car buying process to
deal
with a dealership, our classes provide useful skills, proven techniques
and various classroom role plays to help you
become
more aware of negotiations that you must face on a daily basis.
For more information on our negotiation skills training workshops please
contact us.
Negotiations
Training
When
to Truly Walk Away:
Why
Negotiating Counteroffers is Dangerous
Gary's current
employer has been relatively good to him. Over the past seven years,
he's done quite well but just never truly felt fulfilled in his
position. While others in similar positions
moved
ahead, Gary felt like he was in a rut. During a
recent
business conference, he ran across an old colleague who told
him about his company. A five minute chat eventually turned into
three interviews and a very attractive job offer that Gary decided
was too good to pass up. After some thought, Gary accepted the position
and decided to talk to his boss about his resignation.
Gary: "...and
that's why I felt like I couldn't
pass
up this opportunity. I've been really happy here but I think
this will be a good move for me."
Karrie: "Gary,
we don't want to lose you. You've done so much for us that we would
hate to see you go. I would be willing to promote you to a Director-level
position and
increase
your compensation plan by 40% if you'll tear up the other company's
offer letter."
Gary: "A
Director-level position at 40%!?"
Gary has just
found himself in a
common
position - his current employer
provided
a counteroffer to keep him on board. For Gary, this seems like
a great situation. He can either move on to his new position where
he is excited about his new role or he can stay comfortable in your
current company with a new title and a hefty raise. Sounds like
a great spot to be in, right?
The reality
is that
counteroffers
should generally be avoided as the ensuing results are not as
attractive as many perceive them to be.
Consider
the downsides of accepting a counteroffer and staying with your
existing employer.
To begin with,
you may have burned a
very
valuable bridge with a company who really wanted you to be part
of their team. Word gets around and those who accept offers and
then back out are not held in the highest regard. The reality is
that once you
accept
the counteroffer, things are really never the same with your
old employer. The
level of trust is no longer there and the employer may have
chosen to retain you just to get rid of you later. Imagine that
six months after your promotion, your employer decides to send you
packing? Remember that bridge you torched six months earlier. It
sure would have come in handy at a time like this.
Even if your
old employer decides to keep you (with a certain level of distrust
that may not have been there before), many employees who
accept
counteroffers end up leaving six to twelve months later. The
clock starts ticking when the counteroffer is accepted. Others in
the company may also look at the individual as having blackmailed
their company. While these transactions are normally kept under
wraps, word always gets out. Chances are that the employee had told
a few confidants that he or she was leaving. Once they decide to
stay, the whispers start working their way down the halls.
Ultimately,
counteroffers
should
not be negotiated. Rather than trying to
work
out a deal, the best
course
of action is go through on your resignation and move on to your
new job.
For Negotiation
Skills Seminar information please
contact
us.
Related:
Negotiation Course
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