Play to Their Emotions, Too

By Jeff Altman, The Big Game Hunter

Jeff Altman, The Big Game Hunter encourages you to not only use logic when you get into a negotiation with a potential hire.


I want to give you some No BS Hiring Advice that’s going to help you in new salary negotiations with candidates. This is one of the hardest lessons to get but can prove it.

Here’s the lesson. It’s not facts that always win the day. It’s emotions that do. Let me prove it to you.

For those of you who smoke or for those of you who are smokers, factually you know that smoking isn’t healthy for you, right? You know, at some point, if you continue to smoke, you’ll put yourself in a situation where you are going to suffer a lot. Your health is going to suffer tremendously and maybe smoking or the impact of smoking will kill you.  These are the facts.

Yet, millions of people, 10s of millions of people continue to smoke. Why wouldn’t that same lesson extend itself to a salary negotiation?

We all, whether it’s a third-party recruiter or a corporate recruiter, spend a lot of time with the factual element of why someone should take a job. We spend less time with the emotional element and we need to shift that some. I want to be clear, you’re not going to persuade someone to take $20,000 less by dealing with your emotions. The likelihood of that is really slim.

For most middle management professionals, however, you can entice them to join if your offer is close to ideal by talking with him about their relationship with the manager, particularly after the interview. If the manager does things that cause the candidates to enjoy them, to have fun with them. If you think this is all stuff the works only in startups, let me correct you. This works in any organization.

Besides, the hiring manager has a key role in the salary negotiation, not because he or she is negotiating it but because they’re creating an image in the candidates mind of being someone that they’ll want to work for. Because they’re fun, they’re upbeat, they’re someone that they could learn a lot from while they’re doing this job.

You need to impress upon your hiring managers their contribution to the hire so that, in this way, when you get down to the close, you can spend time on the emotional aspects of this and not just on the factual ones.



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

Jeff Altman, The Big Game Hunter is a coach who worked as a recruiter for what seems like one hundred years. He is hired to provide No BS Career Advice globally. That can involve job search, hiring staff, management, leadership, career transition and advice about resolving workplace issues. Schedule a discovery call at my website,

He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with over 2500 episodes.

Website: (schedule a paid coaching session, a free discovery call or ask questions using my Trusted Adviser Services)



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