Salary Negotiation: After Defer and Deflect | JobSearchTV.com

By Jeff Altman, The Big Game Hunter

In a comment I made to a post on LinkedIn, I spoke about how to respond to the question of what you are looking for in the way of salary when you are asked by a screener. I refer to this as defer and deflect. This is a link to the summary that explains how to do this: https://wp.me/p4aIk1-hlD

Now that you’ve interviewed with everyone that you need to and the screener is coming back to you for the answer to what you are looking for, this is now how to respond.

The Missing Ingredient in Your Interviews (Branding, Resumes, Networking)

If you live in one of those areas where they’re not legally allowed to ask what you’re currently earning, but they can ask how much you’re looking for, usually this is a screener, who’s asking the question. That’s true anywhere in the world. The first person you talk to, the person who has no authority over making theNegotiation decision as to what your real value is, is asking you to put out a number to them. And they only have the ability to say no. They have no ability to say yes.

So I have a strategy called defer and deflect. And I’ll give you a link to it in the show notes. It’s a short article that basically … it’s gonna be a paragraph long, that walks through how to respond to the screener when they ask.

But now you’re past that point. You’ve interviewed with a team. And the screener, the recruiter who’s handling this position, wants to know what you’re looking for.

So it starts off with you understanding what your value is in the market. You need to do research about them. And thus, let’s say you find that your value is 100 to 110. And you’re really looking for 110. And the next band above you … because companies work with salary ranges or different bands for positions. The next one is 110 to 125.

So the way to respond when they now ask you about salary is torespond by saying, ‘correct me if I’m wrong, but I understand that people like me usually earn somewhere between 110 and maybe 120.’ And what you’re doing is anchoring them in to the higher range, rather than the lower one. You’re still mentioning the same number. But what you’re doing is influencing them to think higher, rather than lower.

After oil. If you’d said 100 to 110, which is the existing band that you might fit into, they’re going to respond somewhere within that range. But if you say 110 to 120, maybe 125. ‘I’m curious, correct me if I’m wrong, but I understand that people like me usually earn somewhere in that range,’ that makes them think higher, and you’re anchoring them into the higher range rather than the lower one.

Practice saying this so that you’re not getting into conversation cold and then you want to hit yourself for having blown it.

Staying Relevant

ABOUT JEFF ALTMAN, THE BIG GAME HUNTER

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. His work involves career coaching, as well as executive job search coaching, job coaching, and interview coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with over 2400 episodes.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? People hire me to provide No BS career advice whether that is about a job search, hiring better, leadership, management or support with a workplace issue. Schedule a discovery call at my website, www.TheBigGameHunter.us 

My courses are available on my websitewww.TheBigGameHunter.us/courses The courses include ones about Informational InterviewsInterviewing, final interview preparation, salary negotiation mistakes to avoidthe top 10 questions to prepare for on any job interview, and starting a new job.

I do a livestream on LinkedIn, YouTube (on the JobSearchTV.com account) and on Facebook (on the Jeff Altman, The Big Game Hunter page) Tuesdays and Fridays at 1 PM Eastern. You can send your questions about job search, hiring better, management, leadership or to get advice about a workplace issue to me via messaging on LinkedIn or in chat during the approximately 30 minute show.

Classes On Skillshare https://thebiggamehunter.us/Skillshare 

Freelancing or hiring a freelancer: fiverr.com https://thebiggamehunter.us/fiverr. or Freelancer: https://thebiggamehunter.us/freelance

To set up your freelance business correctly: incorporate https://thebiggamehunter.us/incorporate

Connect with me on LinkedIn www.linkedin.com/in/thebiggamehunter 

Watch my videos on YouTube at JobSearchTV.com, the Job Search TV app for fireTV or a firestick or Bingenetworks.tv for Apple TV, and 90+ smart tv’s.

Thinking of making a career change and need some ideas that fit you. CareerFitter offers a free test and if you want more you can upgrade for the paid version.https://thebiggamehunter.us/Career

We grant permission for this post and others to be used on your website as long as a backlink is included and notice is provided that it is provided by Jeff Altman, The Big Game Hunter as an author or creator.

About the author

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