When to use it
Use it when several terms are in play, such as salary, start date, flexible working and training budget.
How to apply it
- List all the terms that matter to you and value each one.
- Build two or three packages that are equally good for you overall.
- Vary the mix, for example higher base versus lower base with more holiday.
- Present them together and ask which works best for them.
- Use their choice and reaction to refine the final deal.
Tip: Only offer packages you would genuinely accept; any of them could be chosen.