Imagine you are in negotiations to hire a new IT manager. You have arrived at a fair deal, but before you can get the agreement in writing, your would-be employee tells you that she has received an offer from another firm. The other offer pays 5% more and allows her greater flexibility to work from home than your package does. She asks what you can do for her.
Your workplace culture may pride itself on transparency, trust and integrity. But this negotiation is an arm’s length process with someone you do not know well who is not yet part of your