Imagine this: You’re sitting across the table from a hiring manager, and they’ve just made you an offer. It’s a role you’ve been eyeing for months—a C-level position at a company with the potential to take your career to new heights. But something in your gut tells you not to rush. That instinct could be more valuable than you realize.
In the fast-paced world of technology, where new opportunities appear almost daily, the temptation to seize the first offer on the table is strong. However, as Nicole Bannon, Lead AI Advisor and expert negotiator, explains in our recent podcast interview, taking a step back and being strategic in your negotiations can be the difference between a good job and a game-changing career move.
Video interview
You can watch the video on YouTube or below:
The Power of Strategic Negotiation
One of the most compelling points Nicole makes is about the importance of building strong relationships during the negotiation process.
According to her, “if you frame the conversation away from money and focus more on building an alliance with the team, the byproduct of that work is a stronger relationship and often a higher offer.”
This might sound counterintuitive—after all, isn’t negotiation all about getting the highest salary possible? But as Nicole reveals, the key to successful negotiation isn’t just about the numbers; it’s about positioning yourself as an invaluable asset to the team.
Understanding Your Value
As a CTO or senior technical leader, you already know that your skills are in demand. But how do you convey that in a way that maximizes your leverage? Nicole suggests taking the time during the interview process to understand the company’s needs and how you can uniquely fulfill them.
“You want to create space between getting an offer and negotiating it,” Nicole advises. “In that space, there’s a lot of information you can gather, such as what makes you stand apart from other candidates and what the company specifically wants you to do.”
This approach not only helps you build a stronger case for a higher salary but also ensures that you’re setting yourself up for success in the role. By co-creating the role with the company during the negotiation process, you’re aligning expectations and reducing the risk of unpleasant surprises once you’re on the job.
The Art of the Counteroffer
One of the most common mistakes in negotiation, especially at the C-level, is naming a number too soon.
“Negotiation is essentially a game of chicken,” Nicole says. “If you’re naming numbers up front, you’re already starting the negotiation—and that can put you at a disadvantage.”
Instead, Nicole advises waiting for the company to make the first move. This not only gives you more information to work with but also allows you to anchor higher when it’s time to make your counteroffer.
In the podcast, Nicole shares a fascinating example of how this strategy can play out. By strategically framing a counteroffer with data and recent examples from similar companies, one of her clients was able to double their compensation with just one sentence. It’s a powerful reminder that in negotiation, the words you choose can have a significant impact on the outcome.
Navigating Deadline Pressure
Another critical aspect of negotiation is managing deadline pressure. Often, companies will set tight deadlines for accepting an offer, which can add a layer of stress to the decision-making process.
But as Nicole points out, “if a company is pressuring you to make a quick decision, that’s a red flag.”
Rushing to accept an offer without taking the time to evaluate it properly can lead to regret down the line. Instead, Nicole suggests asking for a deadline extension and using that time to gather more information and possibly expedite other ongoing interviews.
“You need time to make a decision that’s right for you and your career, not just one that satisfies the company’s timeline,” she emphasizes.
The Value of Multiple Offers
When it comes to maximizing your leverage, having multiple offers on the table is key. But how do you go about securing those offers?
Nicole recommends a strategic approach: “You want to increase your market value by increasing your optionality from the networking phase, not at the offer stage.”
This means dividing your target companies into tiers based on your interest level and the company’s size and stage. By staggering your interviews and pacing them according to how fast each company moves, you can collect multiple offers around the same time, giving you more leverage in negotiations.
And it’s not just about having more options—it’s about managing the story you present to each potential employer.
“Throughout the process, you want to be managing information control,” Nicole says. “You’re setting the stage for negotiation from the very first conversation.”
Practical Tips for Your Next Negotiation
As you prepare for your next career move, consider these practical tips from Nicole’s expert advice:
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Build Relationships Early: Start building alliances during the interview process. This will not only strengthen your position but also increase your value in the eyes of the company.
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Wait to Negotiate: Don’t rush into negotiations. Gather as much information as possible before making any moves. This will give you a stronger foundation to build your case.
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Manage Deadline Pressure: Don’t let tight deadlines force you into a quick decision. Ask for more time if you need it and use that time wisely.
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Pursue Multiple Offers: Increase your market value by securing multiple offers from competing companies. This will give you more leverage and options.
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Control the Narrative: From the first interview to the final offer, be mindful of how you present your value and manage the information you share.
Final Thoughts
Negotiating a C-level position is no small feat. It requires careful planning, strategic thinking, and a deep understanding of your value. But with the right approach, you can turn a good offer into a great one and set yourself up for long-term success.
As Nicole Bannon reminds us, “Your skills will never speak for themselves—you have to give them a voice.”
So, the next time you’re sitting across the table from a hiring manager, remember to take a deep breath, think strategically, and negotiate like a pro. Your career deserves nothing less.
Feel free to reach out to Nicole for more valuable insights on LinkedIn or visit her website.
