Negotiating the Offer – Pencil or Pen?

This is a topic of great interest to me today as I assist a client in reeling in their desired “big fish.” What modus operandi is more effective: Negotiating an offer before the offer letter is presented, or letting the written offer letter serve as the first volley in negotiations?

I’ve tried it both ways, and my preference squarely rests on the side of working out the kinks before an offer is on the table. But does it work that way when a third party like myself is not involved? When I advocate this approach, am I asking for a marked departure from the usual offer process? How are negotiations handled in your consulting firm?

A written offer seems so final and official (it is) and perhaps this is why some firms prefer to make their offers on paper without a lot of discussion before hand. If yours is one of them, please explain (and you can do so anonymously) why it works for you. Is there some data “out there” which supports the notion that an individual is less likely to negotiate a written offer?

As a recruiter, I am trained to take care of the details before the offer arrives. Still so, it’s not always possible or preferable to do that. However, I’ve never had a first volley written offer accepted without some type of amendment. I tend to believe it’s naive for a firm to expect that a written offer will be accepted at face value.