Q & A Table of Contents
Negotiating With the Right Person
From: Kevin, Dubai, United Arab Emirates
Question: I work in medium sized company. Company owner is very rich however he doesn't focus on the technoligical elements of this particular high tech business. He & his vice president call the shots here. The vice president is professional but whenever salary increments are discussed, he plays the offensive role. Some persons bypass him & directly approach the owner & get substantial salary increases. Our top performer has not been given increase because he didn't ask the president for it. Should he leave for better opportunity or negotiate directly with president?
Response: The problem you present appears to be relatively straightforward. As I understand it, your small company is led by two people. The president/owner is the 'money' man, without impressive technical qualifications. The vice president is technologically qualified, but is not the 'drop-dead decision-maker' over money issues.
Clearly, it makes far more sense to deal directly with the president over pay issues. While the vice president may have putative responsibility he (or she) does not have full authority.
I would recommend that the person you describe as your 'top performer' should travel two paths: First it would make sense for him/her to find an alternative place to work -- partly as a back-up in case the negotiation with the president does not work out satisfactorily. The other reason is to find out his/her value on the open market so that, in negotiating with the president the 'top performer' is well prepared with a sense of his/her worth.
After a search of alternative jobs outside the company, then it would make sense to deal directly with the president. If the president is better able to deliver a favorable compensation package, that is the only route to take.
Good luck and good negotiating, Steve.
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