The most important thing that we noted was negotiation leverage. Specifically, we foresaw growing instability in the local market resulting from other senior executives transferring agencies. Thus, the potential departure of any key employee, especially a division head, could jeopardize the agency’s ability to retain its competitive position; it could result in the loss of client accounts, talent, and other employees.
We built a negotiation strategy around this assumption. With our client, we role-played various iterations of a salary discussion between her and her supervisors. The role-play sessions explored different reactions that might emerge and addressed the emotional element that our client experienced.
- Client’s base salary increased by 50% with scheduled increases in following years
- Client’s performance-based compensation structure increased by 40%
- Client remained with employer, thereby stabilizing their competitive position during a critical juncture in the market