Dear Professor
“I accepted a job offer from Company A last month, but I went out and got another job offer from Company B, hoping to use it as leverage to change some of the terms of the Company A offer...”
When and How to use Leverage at the Negotiation Table
A student recently reached out with a challenging negotiation scenario. The student had signed an offer with Company A, but later sought and received an offer from Company B, in a geographical location they strongly preferred. Their dilemma was whether and how to use the second offer (Company B) as leverage to request a reassignment to a different office within Company A. The student had already committed (in writing) to Company A. Their initial plan was to send an email to Company A essentially stating that they had another job offer and unless Company A could assign them to a different geographical location, they would retract their acceptance.
As a negotiation expert and business and relationships communication coach, I immediately told the student to pump the brakes!
My Advice:
This situation requires careful navigation to maintain professionalism, honor commitments, and pursue goals strategically. Here are the four key points I shared:
1. Acknowledge Your Commitment
Once you’ve signed an offer, it’s important to approach subsequent negotiations delicately. Using a new offer as "leverage" can often be perceived as a threat—a tactic unlikely to foster goodwill. Even if the original offer letter does not explicitly forbid withdrawing acceptance, word of such actions can spread within the professional community, potentially harming your reputation. The professional business world is highly connectd and people talk! For this reason, focus on your ultimate goal and frame your “request” in a way that aligns with the employer’s interests.
2. Request a Synchronous Conversation
Negotiation conversations of this nature should never take place over email. Remember: only good news and updates should be delivered via email! Instead, request a phone or video meeting with a decision-maker in Company A. A synchronous conversation allows for rapport-building in real time, conversational adjustments, and creates space for collaborative problem-solving. Use platforms like Zoom or Teams for a more personal connection. During this conversation, avoid mentioning the new offer (your BATNA). Instead, present the discussion as an opportunity to explore a mutual solution, such as a reassignment to your preferred location.
3. Frame Your Request from the Employer’s Perspective
When presenting your case, focus on how the change would benefit the organization. For instance, explain how your presence in the desired location could strengthen client relationships, align with strategic goals, or address specific needs. Avoid framing the request solely around your personal preferences; instead, emphasize how this move aligns with the company’s objectives. Use research or evidence to support your proposal and demonstrate that you’ve thought carefully about their perspective.
4. Have a Contingency Plan
If Company A flat-out declines your request for reassignment, have a backup plan. One option is to request an extension on your onboarding timeline, giving you more time to assess your options and signal that you are grappling with a difficult decision. Express your commitment to finding a solution that works for both parties, and use this time to carefully weigh your next steps.
Key Takeaway:
Negotiating after accepting an offer requires a delicate balance of professionalism and strategic thinking. By focusing on relationship-building, framing requests from the employer’s perspective, and avoiding tactics perceived as threats, you can navigate these challenges thoughtfully. Always remember: we are always negotiating in the context of long-term relationships, so it is important to not use power-plays right out of the gate!
If you’ve faced similar challenges or have additional questions about negotiations, feel free to share them! You can always submit your scenarios to Dear Professor for research-backed advice tailored to your situation.