How to Get the Best Deal

Q: I am negotiating an offer with a new employer. What is the best way to negotiate the best deal? F. H., Edmonton

A: Negotiation is all about who is willing to walk away from the table. For instance, look at the current issues with the National Hockey League Players' Association and the National Hockey League owners. My sense is that the owners are more willing to walk away from the table than the players. (Most owners have a few more zeros behind the numbers in their bank accounts.)

My suggestion is to draw up a list of things you want. When you have completed your list, rank each item by identifying the key elements, such as salary, title, description and role, and rank them from minimum to ideal. Don't shy away from what your ideal situation would be. With this information in hand, present your best-case scenario and let them respond. It generally works best when you have multiple offers and the hiring clients are aware of this. Competition is always a good thing, but be careful how you go about your negotiation process. How your new employer and you deal with this will give you deep insight into what the relationship will look like in the long run. So pay attention and watch out for any significant differences in opinion.