Primary File

Negotiating an Exploding Offer

Scott Carr, Alexander R. Bolinger, Neil Tocher
January 1, 2016
North America
Strategy & General Management, Human Resources & Organizational Behavior
8 pages
Exploding job offers, advice-seeking, negotition, employment, interviews
Student Price: 
$4.00 (€3.7)
Average rating: 

Trevor, a recent MBA graduate, was able to secure promising interviews with two companies. Following his interview with the first company, Trevor was offered a job. Although the job offer was attractive, it did not include an opportunity for an annual bonus and the company set a deadline prior to Trevor’s interview with the second company. Even after persuading the first company to push its deadline back until after his interview with the second company, he would still not have time to receive a formal offer from the second company before deciding on the first company’s offer. Trevor had to decide how to deal with this “exploding” job offer and the uncertainty of not being able to know what, if any, offer would come from the second company.

Learning Outcomes: 
  1.  Identify the relevant issues that an individual should consider in a job negotiation that involves an exploding job offer.
  2. Explain the implications of “exploding” job offers for both companies and job candidates, and identify tactics job candidates can use to deal with exploding offers.
  3. Analyze effective persuasion tactics for individuals in low-power positions.
  4. Imagine a negotiation from the perspective of a small business to understand a company’s motivation to offer concessions to a candidate.