ABSTRACT
Perry worked for a large multinational company that was divesting a portion of its portfolio. As part of its restructuring, the company offered Perry and many of his fellow employees in the same division a generous severance package including outplacement assistance. Perry was making €50,000 per year at the time. After finding a new job that fit his talents well, Perry asked his executive coach at the outplacement firm for negotiation advice regarding the job offer. The executive coach counselled him to be quiet at the bargaining table. Perry remained silent when the new firm offered him €53,000 per year. The recruiter interpreted the silence as disappointment and immediately increased the offer to €55,000.
