One reason: Executives are divided as to what has the most influence on salary negotiations, according to a new ExecuNet survey. While 39 percent of those surveyed believe a competitive offer has the most impact, 31 percent say their accomplishments are most influential. The remaining 30 percent chose “functional/industry specific compensation data.”
“In this market, companies are finding it’s less expensive to match a rival offer than to recruit new executive talent,” says Opton. But using a counteroffer as leverage is dangerous, even if it’s becoming more common, he warns.