Case Study: Strategic Negotiation Training - How Staffbase Invested In Their TA Team

Andreea Lungulescu
Oct 30
4 min read

When Good Results Aren't Enough.

Executive Summary

Staffbase's talent acquisition team approached The Principal Recruiter to strengthen their strategic positioning capabilities in offer negotiations.

Whilst their offer acceptance rates were above industry average, the team identified an opportunity to build confidence in stakeholder conversations and improve how they positioned compensation throughout the recruitment process.

The training focused on internal negotiation preparation, strategic conversation frameworks, and early intervention techniques.

Post-training feedback showed 100% recommendation rate (NPS 10), with participants committing to immediate implementation of stakeholder mapping, earlier compensation discussions, and more strategic positioning with hiring managers.

Staffbase testimonial for The Principal Recruiter from Shauna Gallagher, Team Lead G&A and Product Recruitment, praising the offer and strategic negotiation workshop as a game-changer that helped the team grow as strategic business partners with tailored content and professional delivery

Challenge

Staffbase's TA team was performing well by standard metrics.

Their offer acceptance rates sat comfortably above the typical industry range, and their time-to-hire across different functions was within normal parameters for their market.

However, the team recognised a development opportunity. They wanted to strengthen how they navigated compensation conversations with internal stakeholders - hiring managers, finance teams, and senior leadership. The feedback they'd received internally suggested room to grow in strategic positioning.

The specific challenge they identified: most compensation discussions were happening at the offer stage. By that point in the process, there was limited flexibility to position offers strategically within salary bands. The team wanted to shift this dynamic.

Additionally, recruiters felt they could benefit from more structured approaches to presenting total compensation value to candidates.

Staffbase offers competitive benefits including equity programmes, learning budgets, and flexible working arrangements, but these elements weren't always being quantified effectively in candidate conversations.

The Principal Recruiter Staffbase training feedback showing 3 participant responses praising the external negotiation session as validating with valuable new perspectives, and requesting more time with trainer Andreea

Key challenges identified:

Compensation conversations happening late in the recruitment process
Limited confidence in navigating complex stakeholder discussions around budget flexibility
Unclear frameworks for positioning offers strategically within established salary bands
Underutilised opportunities to build candidate commitment throughout the interview process

Solution

The training programme was designed across 3 core modules, delivered on-site during the team's October 2025 offsite.

Module 1: Internal Negotiation Preparation

Rather than starting with candidate-facing tactics, the programme began with internal stakeholder alignment.

We introduced the SPARK framework - a preparation methodology that helps recruiters map decision-makers, understand budget constraints, and anticipate objections before offers are discussed.

The team worked through live examples from their current pipeline, including mapping stakeholders for a Senior Backend Engineer role.

We identified who held actual budget authority versus approval authority, what would influence each stakeholder's decision-making, and where genuine flexibility existed within the established salary range.

The Principal Recruiter SPARK Method framework showing five steps for strategic negotiation preparation: Strategic Impact, Position Analysis, Alternatives, Range Setting, and Key Objections, displayed as connected stages with icons

Module 2: Strategic Conversation Frameworks

The 2nd module focused on replacing reactive phrases with strategic positioning. we provided three conversation frameworks designed to gather information, articulate value, and set clear expectations.

Rather than defaulting to "I'll check with the team" when faced with difficult questions, recruiters practised specific scripts for understanding candidate motivations, quantifying total compensation value, and positioning offers within context.

The team role-played scenarios including candidates with competing offers, hiring managers with fixed budget expectations, and situations where salary expectations exceeded the available range.

The Principal Recruiter training module 2C featuring 4 influence principles for talent acquisition psychology: reciprocity when you give people feel obligated to give back, commitment and consistency where people want to match previous statements, social proof where people follow others similar to themselves, and authority and scarcity with ethical influence emphasis

Module 3: Early Intervention and Psychology Principles

The final module covered techniques for building candidate commitment throughout the recruitment process rather than only at the offer stage.

This included specific touchpoints at recruiter screen, post-hiring manager interview, and before final rounds.

We also explored psychological principles that make ethical persuasion effective - reciprocity, commitment and consistency, and social proof - all applied to talent acquisition contexts.

The training included practical worksheets too.

Results

Post-training feedback was gathered immediately following the session.

Recommendation Rate:

All participants indicated they would recommend the training to other talent acquisition professionals.

Most Valuable Module:

When asked which module provided the most value, responses were distributed across all three areas, with psychology techniques receiving the highest percentage of votes, followed by equal distribution across internal negotiation preparation, conversation frameworks, and early intervention strategies.

Immediate Implementation Plans:

Participants identified specific changes they would implement immediately:

"Preparing a talk track better and not saying 'let me check back with the hiring manager'"
"Internal negotiation preparation (stakeholder mapping, SPARK method)"
"Negotiating at the very start of the process rather than at the end"
"SPARK method"

These responses indicated clear behavioural change intentions across all three training modules, with particular emphasis on internal preparation work and earlier intervention in the recruitment process.

Impact

Whilst quantitative results will take time to measure, the training created immediate capability development in three strategic areas.

Enhanced Internal CredibilityStructured frameworks for stakeholder conversations enable recruiters to engage as strategic advisors. Stakeholder mapping and advance preparation create confidence in discussions with hiring managers and finance teams.

Strategic Salary Band PositioningThe team can now position compensation based on candidate profile, market context, and internal equity rather than defaulting to mid-range offers or reactive responses.

Proactive Pipeline ManagementEarlier compensation conversations and multiple commitment touchpoints help identify misalignments before offer stage.

The skills enhanced - stakeholder mapping, strategic positioning, psychological influence - are transferable across the recruitment process and strengthen the team's business partnership capability.

The Principal Recruiter Staffbase workshop rating chart showing 100% recommendation rate with all 5 responses scoring 10 out of 10 when asked if participants would recommend this training to other TA professionals

About the Training:

Three-module structure covering internal preparation, conversation frameworks, and psychology principles
Included practical exercises with real pipeline examples
Provided reference materials for ongoing use
100% participant recommendation rating

Interested in developing strategic negotiation capabilities for your talent team? Contact The Principal Recruiter to discuss how this training could be tailored to your organisation's needs.