Counteroffers

Dear HBR:

Harvard Business Review

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4.6 • 782 Ratings

🗓️ 18 April 2019

⏱️ 35 minutes

🔗️ Recording | iTunes | RSS

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Summary

Should you accept your boss's counteroffer to stay at the organization? Dan and Alison answer your questions with the help of Leigh Thompson, a negotiations professor at Kellogg School of Management. They talk through what to do when you’re presented with a counteroffer, you’re considering what you would need to stay at your company, or you want to use a job offer to get a raise.

Transcript

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0:00.0	Welcome to Dear HBR from Harvard Business Review.
0:03.9	I'm Dan McGinn.
0:04.9	And I'm Alison Beard.
0:12.3	Work can be frustrating, but it doesn't have to be.
0:15.3	We don't need to let the conflicts get us down.
0:17.8	That's where Dear HBR comes in.
0:19.9	We take your questions, look at the research,
0:22.5	talk to the experts, and help you move forward.
0:32.1	Today we're talking about counteroffers with Lee Thompson. She's a professor at Kellogg School of
0:37.2	Management at Northwestern University. She's a professor at Kellogg School of Management at Northwestern
0:38.4	University. She's also the author of the book The Truth About Negotiations. Lee, thanks so much for
0:43.6	coming on the show. Very happy to be here. Thank you. In your classes on negotiation, how often
0:49.7	do job offers and counteroffers come up? Oh, about once every 10 minutes. Now, the letters we have
0:57.1	today are from people who all have a job and are thinking about moving and thinking about the
1:03.0	counteroffer situation. Among your MBA students who don't have jobs, do you find them even trying
1:08.6	to leverage one offer against the other? Yeah, the lucky ones will have more than one job offer.
1:14.6	I mean, typically, when they have more than one job offer, then they really have the position of power.
1:21.6	Is it door number one or door number two?
1:23.6	And you think that expectation that people will negotiate applies to people who have
1:29.3	been with companies for a long time. If they have the ability to go outside, get another offer,
1:34.8	create an interesting opportunity for themselves that they would take, that's okay. Well,
1:40.3	if I'm a company owner or a manager or somebody's boss, the last thing I want somebody doing is taking the hours and days and weeks that I know it takes to go outside and leverage another outside offer just so that they can get remuneration.
	...

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