How One Executive Negotiated an Offer By Perri Capell Pay offers from different employers were once fairly easy for candidates to compare. The compensation elements and terms were clear-cut, and you could match salary with salary, bonus with bonus. Vesting schedules for these plans are all over the ballpark.
Perks are numerous and widespread.
The trickiest part of negotiations, perhaps, is evaluating a new pay offer vs. the package left behind at a current employer. Most executives don't have a clue about the real dollar value of their current pay packages, says Mr. Johnson. Without knowing the value of each element, plus the total worth of what they're earning, they can't tell how a new offer compares. They haven't looked at their fringe benefits or know the true value of what they have in hand. If you're a typical executive, you won't have this advantage, but you can take steps to level the playing field during pay talks.