Jeff Altman, The Big Game Hunter discusses a cute tactic he uses when negotiating salary for someone.
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I want to talk with you today about a little salary negotiation tip that came to me a while back. I use it from time to time when working with clients when the candidate is about to get an offer and I am negotiating salary on behalf of the client.
I found an interesting thing. Every once in a while, instead of using an expected round number that ends in zero or $5000 like $80,000 or $85,000, I pick a different kind of number.
I might say something like, $87,500 or $112,200.
Things that are a little irregular.
Why?
Because it is not a number that they are used to hearing so it gives them reason to think, instead of instantly responding with EA or née. In those cases, it’s May because firms always try to push down the amount. It is very rare that someone increases the amount.
He gives them reason to hesitate. And, as a result, we get into an actual conversation, rather than knee-jerk reactions.
Try.
That you are asked what salary you are looking for, try saying something like $122,200.
“How did you come up with that number?”
“Well, I did some research on the web. I took a look at the value for what I do and found that this was the mean for the range that you are looking.”
“What was the range?”
Of course you can come back and say, “$117,000-$125,000 per year.”
When all is said and done, making them hear an unusual number causes them to deal with you differently than everyone else..
Don’t fall into the predictable pattern. Try doing something a little bit different.
When I’m asked to submit a consultant, I’m asked what rate I charge for the person. I don’t say, for example, “$100 per hour.” I will say $”$101.75 per hour for this person.” He gives me a little room to negotiate, of course. Again, it is a different kind of valuation then just say $100.
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