I saw an article on Indeed.com but I thought was very simplistic and suggested that you be a good boy or girl and much too nice.

Stupid Negotiating Mistakes: Being Much Too Nice | JobSearchTV.com

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I stumbled into an article from indeed about salary negotiation that I thought was remarkably simplistic, and really geared toward having you be fearful negotiator, which doesn't make sense to me. I'm Jeff Altman, The Big Game Hunter. I'm a career and leadership coach, a former executive recruiter. I now coach people and organizations to be more effective with their job search, hiring more effectively, managing and leading, as well as resolving workplace related issues.

Now the points that they made in the article are start by evaluating what you have to offer (like I haven't really done this, like you don't know what you do, and what you can deliver to them, right, stupid), research the market average. You know, it's hard to do that, because most of the time, there are national numbers at regional numbers. And that doesn't deal with you and your specific circumstances. If you work for a brand name, firm your advantage. If you work for a no name, firm you're disadvantaged.

Prepare your talking points, schedule a time to discuss them, rehearse with a trusted friend, be confident, lead with gratitude, ask for the top of your range, share job related expenses you're incurring (like they care).

Now, this is the one section that I thought was actually valid-- prepare for tough questions is what they call them. But let me reframe that. They want to know that if they're going to go to the effort of increasing the offer that you're going to accept it. So they'll ask, "Are we your top choice? If we come up in salary to the number that you're asking for, will you accept the position immediately? Do you have any other offers?" Basically, again, they're trying to figure out whether or not you're going to say yes, and stick with it, or whether you're going to run back and use this as a negotiating ploy.

Be flexible, which is probably the worst advice I would give because most people are way too flexible and way too accommodating in a conversation about compensation, and ask questions. And to me most of this is about when they say no to you, "how'd you come up with this? What's your budget? You know, they're not gonna answer this. They don't care.

Don't be afraid to walk away. Another important thing, but most people find it hard to consider that they want to close the deal. And that puts you at a disadvantage, because they smell the desperation. And that's how they interpret it. They sense desperation and they know they gotcha.

So one thing you can always do is just recognize that you can be tough and you don't have to be nice, because nice and accommodating is the behavior of a good girl or good boy in school, who wants to get on the teachers good side. Nor should you be the exact opposite--Obnoxious, argumentative, interrupting them-- all those sorts of things.

What I'd say to you is when you enter into a negotiation, walk in with confidence. And that could be by phone, by zoom. Schedule a conversation with them. "I'm thinking favorably, but I think there are a couple of things we need to resolve." And they'll say "What sort of things are they?"

"We'll talk about them when we get on the phone with one another. And they'll say, "No, I want to know now." Give it to them. "I think you came in a little low on the number, I have some questions about benefits. Because what I'm receiving now is fully paid for. I'm not sure what you your firm does. This all involves compensation and total compensation. I'm not sure what your vacation policy is, what the cost of my benefits is going to be.

Go through a number of things with them. "I want to be able to solve this." But when you get into the actual conversation, you have to be prepared to know what number is going to make you walk away. If they move off this number, but don't quite hit the top one. That's okay if it's okay with you, and you can't let them in on that. You have to know for yourself. Where are you going to walk away, going into the conversation not after afterwards.

And the other thing I want to remind you of is it's not personal, it's business and they're trying to sell you on joining at their price. You're trying to sell them on you joining at your price.

Don't be nice and cave so quickly at the end of the conference. If they haven't matched your numbers, walk away and go, "No, I'd like to think about this for 24 hours. Let me circle back to you in the morning. Let's have a conversation then." And then you can talk with trusted people, your wife, husband, partner, a coach, someone to see whether there's a way for you to see whether you should say yes, or whether there's a way that you can re engage the negotiating conversation, and see if you can get them to increase it.

Hope you found this helpful. I'm Jeff Altman. My website is TheBigGameHunter.us. Go to the site, go exploring. There's a lot in the blog that can help you. And if this isn't the right time for you to do that for some reason, very simply put the email address, or I should say, the website address in your phone. Again, that's TheBigGameHunter.us. And when you do believe you need it, this way it's available to you and can come back to it another time.

The blog has thousands of posts that can help you plus you can schedule time for a free discovery call or scheduled time for coaching. I'd love to help. Last point I want to make, connect by being on LinkedIn. I'm a nice guy, and you know there's great information there. Go to linkedin.com/in/TheBigGameHunter. Hope you have a terrific day and be great. Take care.


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 more than 2200 episodes.

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