Job Offer

I thought I would do a video today talking about the job offer phase, where they've started to tantalize you into thinking that you're getting the offer. I'm going to work with the assumption that this isn't bs on their part. That they are going to be making the offer. So, I want to start off with assumptions that are not part of the three things to remember.
Assumption number one is, along the way, they've been asking you about what you're looking for, and they've been responding back with certain types of signals indicating whether that's in range. They haven't been talking you down with phrases like, "could you do a little bit better than that," or "What would you say the rock bottom base salary is exclusive of bonus that would allow you to still say, "yes," to us. They haven't been talking you down prematurely and, if they have been, recognize that this has all been part of their salary negotiation, their preparation for making the offer and you've been giving away the potential for money through your answers There's a way to rectify that, that I'm also going to talk about so that when they say, "so do you have anything else going on it?"
"Yeah, I've got two other things where I'm close to an offer."
You'll hear their voice pause for a second because they've been thinking they were in good shape. They want to close this one and get you on board. But this is how you rectify it.
"Yeah, I've got two other things going on. One's talking to me about a salary of x. The other ones talking to you about a salary or y? Both are back in the range to where your original conversations were or even higher. So, you don't want to get ridiculous with the numbers like you make $120 . . . "Well, one firms talking with me about $170." . . . Unless it's true, unless it's true. Again, you always have to be reasonable. And, then, "Who's that going to be with?"
"I preferred not mentioning a specific organization," because part of the reason is that they may have a sense of wage scales and behavior from those organizations and, also, because, frankly, they may pull back.
I was talking to a friend of mine about how her firm now deals with the reality of being in an environment and a new culture where they can't ask about current compensation because where the corporation resides, it's an illegal question. They've decided to give up the notion because I just think it's too hard to track.
For you, you may simply say, "You know, I preferred not mentioning it, but two firms are talking with me about x . . . one firm is talking about x; the other ones talking with me about y," and its at a higher level. That helps to flush up their thinking about comp.

Now, understand, some folks may walk or try to walk away if they hear a number that's too high. Recognize that's also okay, if you would not accept the offer to the lower level. Tou may have to continue looking if the money isn't right.
But the three things I want you to remember is, number one, they want you. They want to make the offer. They want you to join. They are at the point where they've decided that you are the ideal person for them. That is a great position to be in and don't forget it. They have evaluated however many number of people it is, and you are the chosen one. Use that to your advantage.
Number two, and this is a question that they have asked you but now I'd like you to ask them. Number two is, where do you see me three years from now or five years from now, knowing that there's no commitment on your part, but you want to hear them say things like, "we see an upside for you," and to talk with you that potential upside, knowing that there's no guarantee that you'll get it. But the idea very simply is you want to make it clear to them that you're not content to accept the current role without the possibility of an improvement at a later date.
Once you're on board, you're always going to drive for what they were talking about, or what really fits you. Or you may decide this isn't right, because their expectations of you are far less and far lower than where you see yourself. Wouldn't you like to know that before you join?
The third thing I want to remind you of is, often, people get very emotional and react when they hear the number. I always remind people of the line from "The Godfather," that says, "It's not personal. Its business." You have to remember that they may be trying to get you to negotiate.
As soon as you get emotional, you're more likely to make a mistake. Then they know they've got you. The notion of, "WHAT! That's way too low!"
"What would be the right number?" And suddenly you throw out a number at random or based upon their number as opposed to a true number.
Remember, this is business. This is not your wife, husband or partner betraying you in some way. This is a business choice on their part for where they see your value. If they don't value you with the right level, you can get an organization that will value you with the right level. You will have to take longer to find it.
But, so what? Seriously, so what? Go out and get that other offer.