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Another Salary Negotiation Mistake | Job Search Radio

Ep 244 Jeff Altman, The Big Game Hunter discusses the salary negotiation mistake way too many people make in their dealings with recruiters.


Let's talk today about a mistake job hunters make way too often in their interaction with recruiters. Let's say you have a conversation with the recruiter in person or by phone, Skype, whatever. You tell them how much you are looking for. Great.

You tell them how much you are making. Great.

Recruiters need to know this because clients, very simply, ask and if you can't give a straight answer, they start thinking that you are weird.

Rather than appearing weird to the client who is then not going to want to meet you, tell the recruiter how much you are earning and tell them how much you are looking for. That part is easy.

User starts breaking down way too often.

Sometimes, things happen in the course of the search where you change your thinking OR you think you can finesse the situation and lied to the recruiter, get in front of the client and tell them something completely different. WRONG!

Let's say that you are looking for $125,000 on a base plus bonus. You get in front of the client that you're looking for $135,000, $140,000, $150,000 on a base plus bonus. Suddenly, what happens? Normally, what will happen is the client will sit there for a moment, think to themselves, "What's wrong with this person?" Or "What's wrong with this recruiter?" You will hurt the recruiter (I know you don't care about that but you're not good to get hired anyway because they're not suddenly going to increase the price JUST FOR YOU.

Recruiters are given an idea of what a firm is willing to pay. You may learn your value is higher. Communicated to the recruiter and let them do the interaction with the client on your behalf. Don't just spring this rabbit out of your hat out of the blue in front of the client and think you are the best one to handle it. You have no relationship with this person. None whatsoever. The recruiter does. Let them handle it.

If the firm isn't willing to pay your higher price, they have a wastage your time. Haven't wasted their time, haven't wasted the recruiter's time.

Again, go back to recruiters. If you decide to up the ante. Be forthright. Don't just deal with it on the fly/off-the-cuff because, you figured, "hey! What the heck. Let's negotiate!" At the time that they are asking, there is no negotiation. Their 1st assessing you for what you know and whether it fits with what they are looking for. The negotiations come later.

So let the recruiter handle that. That's 1 of the things you're expecting them to do, right?


Jeff Altman, The Big Game Hunter is a coach who worked as a recruiter for what seems like one hundred years. His work involves life coaching, as well as executive job search coaching and business life coaching. He is the host of “Job Search Radio” and “No BS Job Search Advice Radio,” both available through iTunes and Stitcher.

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