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There are many variables involved in a negotiation scenario. These include you, your negotiating agent, the employer and other potential candidates, to name a few. With so many moving parts, it's no wonder that no two negotiations are alike. You can't accurately predict how a negotiation will unfold, but you can familiarize yourself with the process to ensure things run as smoothly as possible in everyone's favour.
Be gracious when an offer is made, but don't accept it on the spot. Even if it looks good to you, take it away and think it over before rushing to sign on the dotted line.
Take a reasonable amount of time to review the offer. Review it with someone you trust and ask their advice. This could be your spouse, lawyer, mentor, someone you know in the industry, or anyone else you think may give you some insight. Don't take more than one or two days to think over the offer, as there are likely a number of players in the game and time is of the essence.
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Keeping an offer on the table
Once an offer is made, it's yours to accept. That is, it's yours to accept as is. If you opt to make any changes, then understand that their offer is now effectively off the table. Your offer now becomes theirs to accept - or refuse. Keep in mind that there is always the risk of having the offer withdrawn if you don't accept it as stated. The best way to mitigate this risk without closing the door on negotiations is to establish and maintain a good rapport with the employer at all times. Your attitude and approach are key to keeping them engaged until a mutually agreeable deal is reached.
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