Negotiations: Notice How They Negotiate to Understand The Culture |

Companies provide a lot of information if only you pay attention to what they are telling you, in this case, by how they negotiate with you.

Read Full Transcript

I'm Jeff Altman, The Big Game Hunter. I'm the head coach for and

Salary negotiation. Negotiating, in general. There's something to learn about the firm that you're joining based upon how they negotiate. Now, I've always liked the smooth, graceful kind of negotiation. By that I mean, it's very seductive. It starts in your first conversation, where they ask you about what you're looking for. You know, what's your "rock bottom base salary," exclusive bonus tthat will cause you to accept an offer from them. Fairly smooth. They're already negotiating. First conversation. Then, there were the others. The ones that are so aggressive, where they feel as though they're out there to crush you.

I engaged in a lot of those with clients of mine. Over the course of time, I learned that their style was to intimidate and that the message that they were sending me was about their corporate culture and how it operated. Now, I'm going to tell you, point blank, that some of these firms, I stopped recruiting for. You need to think of behaviors that a firm is engaging in with you and the message that they're sending to you about how they see you.

Are you just "another body?" Do you matter to them? Are they explaining their rationale in such a way is that you can understand it or is it just a bunch of corporate-tese? I like it better when firms just say look, "Theyhis is my budget." I can handle that a lot better than when they say, "Well, by comparisons to people within our organization, you rank out at . . . " How do you respond to that? Yeah, they're basically saying you're not as good as our existing people. So we're going to pay you less. What's that message all about?

Again, there's information in every interaction that you have with an employer. If they're not calling you back for weeks on end, and suddenly they now do, there's a message in there. There's a message in everything; we just have to pay attention to it.


Jeff Altman, The Big Game Hunter
Jeff Altman, The Big Game Hunter

Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for more than 40 years. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1500 episodes and his newest show, “No BS Coaching Advice.” He is a member of The Forbes Coaches Council. “No BS JobSearch Advice Radio” was recently named a Top 10 podcast for job search. was also recently named a Top 10 YouTube channel for job search.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Schedule a free Discovery call.

If you have questions for me, call me through the Magnifi app for iOS (video) or (phone) offers great advice for job hunters—videos, my books and guides to job hunting, podcasts, articles, PLUS a community for you to ask questions of PLUS the ability to ask me questions where I function as your ally with no conflict of interest answering your questions.

Connect with me on LinkedInLike me on Facebook.

Join and attend my classes on Skillshare. Become a premium member and get 2 months free.

Watch my videos on YouTube at or for FireTV, AppleTV, Roku and 90 other devices


Jeff Altman, The Big Game Hunter
Jeff Altman, The Big Game Hunter

Join Career Angles on Facebook and receive support, ideas and advice in your current career and job.

You can order a copy of “Diagnosing Your Job Search Problems” for Kindle on Amazon and receive free Kindle versions of “No BS Resume Advice” and “Interview Preparation.” If you are starting your search, order, “Get Ready for the Job Jungle.” 

Don’t forget to give the show 5 stars and a good review in iTunes

If you want to know how to win more interviews, order “Winning Interviews.” You’ll learn how to win phone interviews, in-person interviews, the best question to ask on any interview and more.

Would you like to talk through a salary negotiation or potential negotiation you’re involved with? Order and schedule time with me.

Do you have questions or would like advice about networking or any aspect of your search. Order and schedule time with me.

Would you like me to critique your resume. Order a critique from me

Jeff’s Kindle book, “You Can Fix Stupid: No BS Hiring Advice,” is available on Amazon.

About the author

Leave a Comment, Thought, Opinion. Speak like you're speaking with someone you love.

%d bloggers like this: