Mastering the Art of Job Negotiation: A CEO's Perspective

Securing a job offer is a significant milestone in one's career journey. However, the process does not end there. Negotiating the terms of the offer is a crucial step that can significantly impact your future. In this article, we explore a sales tactic that can help you negotiate a job offer you love, drawing insights from a study on CEO archetypes in B2B sales.

Christoph Senn, a marketing professor at INSEAD, has identified five archetypes of CEOs in B2B sales, each with a distinct approach to customer interactions. By understanding these archetypes, job seekers can adapt these strategies to their advantage during job negotiations. The archetypes include:

1. Hands-off: CEOs who avoid customer relationships, delegating the task to their sales force.
2. Loose cannon: CEOs who engage in customer relationships but lack a strategic approach, often leading to counterproductive outcomes.
3. Social caller: CEOs who engage in customer relationships primarily for social purposes, rather than strategic ones.
4. Negotiator: CEOs who actively participate in negotiations, often leading to successful outcomes.
5. Strategic partner: CEOs who engage in customer relationships with a long-term strategic vision, focusing on building and maintaining strong customer relationships.


Applying these tactics to job negotiations requires understanding the employer's needs and priorities. By tailoring your approach to the employer's unique situation, you can create a more compelling case for your desired terms. Emotional intelligence plays a crucial role in this process, enabling you to understand and respond to the employer's emotions and concerns.


As you navigate the job negotiation process, it is essential to consider the different job levels and your unique skills, experiences, and career goals. The tactics can be adapted to fit various job levels, from entry-level to C-suite positions. Additionally, remote or virtual job negotiations may require adjustments to the approach, such as leveraging technology to build rapport and communicate effectively.

Cultural differences in job negotiations across various regions and countries should also be taken into account. Researching the cultural norms and expectations of the employer can help you tailor your approach to better resonate with the organization's values and priorities.

In conclusion, understanding and adapting the CEO archetypes in B2B sales can significantly enhance your job negotiation skills. By tailoring your approach to the employer's needs and priorities, leveraging emotional intelligence, and considering the unique aspects of your situation, you can negotiate a job offer that aligns with your career goals and aspirations.