Negotiating the Emotional Contract Before Signing on the Dotted Line

Following the onset of the recession, The Korn/Ferry Institute launched a new thought leadership series called Korn Ferry's Career Playbook: Winning Strategies in Today's Job Market to address executive job seekers's most frequent and pressing questions.

The sixth article in this series uncovers how talent advisors from across Korn Ferry's global network have noticed a subtle yet important change to the way offers are being presented to and reviewed by executives. This paper outlines how employers and prospective employees can effectively handle the negotiations process to forge an emotional ("subliminal") contract verbally even before the acceptance letter is signed.