Having the Negotiation Conversation

Why It Matters

Effective negotiation tactics directly impact compensation and career trajectory, giving professionals leverage while maintaining employer goodwill.

Key Takeaways

• Request a phone call, not email, to discuss negotiations.
• Open with curiosity, avoid demanding language at start.
• Use silence strategically; pause and listen before responding.
• Follow up in writing and reflect before final decisions.
• Emphasize positivity, respect, and clear limits during negotiation.

Summary

Mary Gray Jacobson of Fuqua’s Career Management Center explains how to conduct a negotiation conversation, whether for a job offer, salary raise, or promotion.

She advises sending a brief email to schedule a phone call rather than negotiating via email, opening with curiosity, and avoiding confrontational phrasing. Silence is highlighted as a negotiation tool; candidates should pause, listen, and never make on‑the‑spot decisions. A written follow‑up consolidates agreements and gives time for reflection.

Jacobson illustrates the approach with sample language: “I’m curious about some aspects of the offer…” and stresses starting positively by mentioning excitement for the role or past contributions. She also warns that the person on the call may not have final authority, so probing for underlying reasons is essential.

By framing negotiations as collaborative dialogue, candidates preserve relationships, increase the likelihood of favorable outcomes, and demonstrate professionalism—critical assets in competitive talent markets.

Original Description

You understand your priority issues, you have done your market research, and you are ready to ask for that all-important meeting. But how do you actually approach the trick subject of having that negotiation conversation? In our final video in our 3-part negotiation series, we go over some tips and tricks for outreach as well as how to guide the conversation when you are negotiating for a job offer, salary change, or promotion.

Part 1: https://youtu.be/BDBZECO21R8

Part 2: https://youtu.be/D13N1f_XxNM