Salary Negotiation: Shut Up. Listen. Ask Questions. Think. |

Negotiation is one of the most stressful things people do professionally AND personally. Here’s what you do.

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Jeff Altman, The Big Game Hunter here. I'm back with some more salary negotiation advice
for you. And it's really spelled out very well in the title but I'm going to go
into more detail. When you're interviewing with a company, one of the
things that you need to do is talk less, especially when there are conversations
about compensation. So, understand, the more you talk the more you will lose the
negotiating advantage which is information about what you would do and
how you'd respond. A minimalist approach works best. So, for example, when firms
start off with "so, how much are you looking for," well rather than first
giving them a number, you might simply say, "you know, what's most important to me
Is an opportunity. I'm looking for a quality or blah blah blah blah blah." yeah
But how about you looking for? "I really don't know a lot about this role. So I
haven't met with the manager," because remember HR is asking this
question." I haven't met with the manager. I haven't met with the team. I don't have
the full scope of understanding of the role. So I may quote a number to you now but,
the reality is, I may be willing to do it for a little bit less. I may need to do it
for a little bit more because it's that much more demanding." So, what you're
trying to do is not commit to anything and thus, shut up, rather than say, "oh I'd be
flexible! Yeah, I'd be flexible on salary!". All you've now done is tell them that if
you're going to take less than what you've just quoted. Next thing is listen
and understand, that they send signals out with their comments, too. So for
example, when you listen to what's being said and not said,
there's information that's being conveyed. Now, you may not be astute
enough to pick up on it in the room, in the interview, or on the phone, but you
need to pay attention to what they're saying and not saying as they speak, just
like they are with you. Ask questions. "So, you asked me to consider taking less.
I'm just curious. Why? We haven't had any conversations of any substance
whatsoever. Why are you asking me to take less right away? Make them defend this. "Well, I
just was curious," basically translates into they were negotiating. "I just wanted
to see if you'd consider less." They are negotiating. At which point, you have the opportunity
to say, "I just want to be clear. I'm not committing to this number. I need
to know a lot more to know what the right number is. I'm also talking to
other people so don't feel like I've already sold myself out for five or ten
thousand dollars less. I'm just beginning the interview process with you,
I'm involved with other interviews, as well. So, I'm interested in
this role . . . " yadda yadda yadda. And then, the next thing is about thinking thinking
about what they're telling you and NOT telling you. Thinking about your
reactions to them, thinking about how they conduct yourself when you do
the very natural thing of saying, "I don't know enough about this job to be certain,"
whether they try to bully you. In which case, trust me, once you're on board, they
now learn that bullying is a tactic that works with you. Or they just simply say
"Good answer," or something in the middle. Think about how they respond to
everything because there's a message in that for you as a potential employee.
What do you learn about that and, again, this is HR. it's not the
organization and who you'd be working for. This is normally one individual
who's charged with trying to get you for the least amount of money.
I'm Jeff Altman. Hope you found this helpful. Visit my web site, There is much more there that you could watch, listen to or
read that will help you find work more quickly read. While you at the site, if you're
interested in one-on-one coaching with me,
you can schedule a free discovery call and we can have a chance to get
acquainted. I make thirty minutes available for these conversations and
I'd love to help you because the skills needed to find a job are different than
those needed to do a job. And having worked in search for as many years as I
have, I'm uniquely qualified. And I say that with certainty. I'm uniquely
qualified to help most people find work.. Hope you have a great day and, by the way,
if you're watching on YouTube, click the icon in the lower right-hand corner.
You'll subscribe to my channel there. If you're on, I've got
many more videos that you could be watching that'll help you. Have a great
day and take care!


Jeff Altman, The Big Game Hunter | Job CoachJeff 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, all 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 more than 1800 episodes and “The No BS Coaching Advice Podcast” and is a member of The Forbes Coaches Council. “No BS JobSearch Advice Radio” was named a Top 10 podcast for job search. is also a Top 10 YouTube channel for job search.

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