“‘Positional Leverage’ in Workplace Negotiating”
Sklover Working Wisdom
MARCH 23, 2011
Case History #1: Sharon, 47, was offered the position she had dreamed about for many years: Chief Financial Officer of a privately owned software design firm. To her surprise, it said nothing about a stock option grant, and offered a salary set at $50,000 less than she thought had been offered. Leverage comes from many different sources, the most common of which are “risk” (sometimes called “fear”) and “reward” (sometimes called “greed.”). “Boldness be my friend!