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The Biggest Salary Negotiation Mistake Job Hunters Make (VIDEO)


Job hunters make a huge mistake in a negotiation with firms in through recruiters. Here, I outline what it is and how it affects you (as well as how to do it differently).

Summary

I just want to speak to you today about what is is the biggest salary negotiation mistake job. I want to preface this by saying recruiters-- agency recruiters, corporate recruiters, all understand the principle taught from the movie Glenn Gary Glenn Ross, a fabulous movie and play; you've never seen it, watch it sometime. It helped launch Alec Baldwin as an actor. As I just said, there is a scene where you hear Baldwin talks about “the ABC of sales” and ABC stands for, “ always be closing.”

Employers and recruiters understand that you don't close at the end of the sale. You close from the from the very beginning. I am not talking but heavy-handed closing; it can be a very gentle close. So, it really starts off, “what are you looking for in the way of salary? How much are you making,” and how they respond to that knowing what the salary ranges for the position. So, for you is the job hunter, the mistakes you make are really in a series that leads up to the big 1.

The 1st 1 is you don't have an idea of your value in the marketplace. So, what you decide to do is walk in and believe that you are earning X number of dollars and you accept the notion that you are only entitled to Y number of dollars on top of that. That's because you don't research the market for what you do and, as a result, you walk in like a babe in the woods and accept the fact that . . . Well, you don't even notice the fact that they are trying to elicit information from you about what you're looking for. Thus, because you don't have knowledge, you are acting in an ignorant manner, you offer up a salary range because you've always been coached to give a range, right? That’s because you don't really know the market, you take other peoples’ word who have an ulterior motive in the scenario and accepted what they tell you as what your value is. You haven't done wrong on homework or done your own research. You have listened to the recruiter. You listened to the corporation and they've identified the value for you as “that's the price that they're willing to pay” through the corporate side or, from the agency's side, that's the price that they know their client is willing to pay. So, you are getting boxed in at the beginning.

So, most of you arrive and give a salary range. I’m just going to pick two numbers arbitrarily-- $150 to $160 or $100 to $120 and, if you are looking at a job ad and you saw there is a salary range there (I’m going to pick 100 K to 120 K going forward), you zero in on the 120, right and rightly so. You see the range; you want to get the most that you can, but they do the same thing and the result winds up being, when you the offer a range of 100K - $220K, the employer hears the bottom number, knowing that that would be okay and they are always going to be driving you to that point.

So, the mistake really comes down to don't talk about a range. Know your value. Know what the market pays for what you do and, as a result, ask for that number. Be prepared that, it's possible, that they might come in little bit less and that's okay. At the end of the day, what you want to be doing is knowing your real value, knowing what you should be getting, asking for it right then at the beginning of the process, not waiting until the very end when they have already established what they are going to pay and it may not satisfy you.

ABOUT JEFF ALTMAN, THE BIG GAME HUNTER

Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for what 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 1100 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 Jeff Altman, The Big Game Hunteranswering your questions.  

Connect with me on LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

 

NoBSJobSearchAdvice.com

Your Best Position for Negotiating Salary | NoBSJobSearchAdvice.com

EP 1146 Jeff Altman, The Big Game Hunter discusses your most advantaged position for negotiating salary and how to play it.

Summary

You need to understand that with most organizations, they have salary guidelines that HR and hiring managers works with. It's not like they can take you from making $80,000 per year and give you $160,000. No matter how good you are, it just doesn't work that way.

With big companies, the basic strategy is always that you should get two offers. Not one but two. You have to time this out around the same time so that in this way, there's a certain amount of pressure on the employer. After all, from their standpoint, they have spent a lot of money interviewing and assessing candidates and deciding that you are the right one.

What you want to be doing is getting two firms in play. They're not going to bid aggressively against one another. It's not like they're going to say, "We're going to offer you $120,000."

"We are going to offer you one $130,000."

"When you change your mind and we're going to offer you $140,000!"

They will work to exceed something; don't talk with you about some of the benefits that they offer you. They may "goose" certain things but when push comes to shove in the big company market, normally, the lowball bidder tries to match the highball bidder. They can go back to the highball firm and say, "I have 2 offers at the same level. I prefer yours. Can you do a touch better?"

Watch my video called, "The Easiest Way to Negotiate A Higher Salary for Yourself." What that technique will do is get them to boost the offer little bit more so that you up the ante.

Now, at small companies, you get two offers, a big company and a small company, often the small company will do a little bit better, but they will never really match the big company. The big company just has deeper pockets. Maybe you'll get more benefits, more stock options, more things along those lines that will turn you on.

Recognize that a small company or a start up, sometimes their reaction is to go, "You know, if you are considering that another firm, you are not our kind of person." You have to be cautious with small firms when you are doing small company versus big company competing situations.

Two small companies. 2 startups. They get into (excuse my language) pissing wars with one another where they are beating down the other firms ideas, where they are talking with you about how good they are. You really need to bring them back to the money.

"I really appreciate more options here."

"Well, this is what we give out to people."

"I know. AND I would like more options here. I would like to get more money."

Do something that pushes them. Whoever comes in a little bit higher, that's the one you go to.

ABOUT JEFF ALTMAN, THE BIG GAME HUNTER

Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for what 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 1100 episodes, “Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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.  

Jeff Altman, The Big Game Hunter

Connect with me on LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

Your Worth | NoBSJobSearchAdvice.com


Listen to the full episode here:
http://www.blogtalkradio.com/thebiggamehunter/2018/05/23/your-worth-nobsjobsearchadvicecom

EP 1113 On this show,  I walk through a simple technique that anyone can do to establish your value.

Summary

This video is entitled, "Your Worth." Your worth is consistently 1 of the things that people undervalue and they do so for one very simple reason – – they don't understand their value. They go into the job market and decide they are looking for a certain percentage increase over what they currently earn without making any comparisons.

Comparisons have value and I understand that employers attempt to value you based upon previous salary. After all, they are not going to take a $65,000 per your person and pay them $135,000, or are they? Not unless they go into consulting 1st and establish themselves as earning $65-$90 per hour . In which case, at $65, they are earning $130,000 per year and at $90 per hour they are earning $180,000 per year. Then, they will try to drop you down.

What can you do to establish your value?

The 1st thing you need to do is to establish it in your own mind. You need to understand how you compare with others. You are not going to find that out online. You're going to find out by talking to hiring managers and other organizations to get a sense of how they would value you and your skills without telling them necessarily that you are looking for job but you just want to try get a sense of how they would evaluate you. For example, don't tell them what you are currently earning; just asked him to give you a sense of what your capabilities are and how they would assess you. That's a more valuable benchmark for any online survey you might ever read.

After all, the surveys are very limited. They may offer a job title; they may offer skill set. There is no depth in that. For example, if you are in IT and it says, "Java developer," what does that really say? There are tons of different tools to go along with that.

How do you get that sense? The 1st place is internally so that in this way, you are persuasive with someone else. Then, from there, I think the 2nd places during the waiting. A lot of job hunters do things that devalue themselves and often that occurs during the waiting process. They become anxious they REALLY want it. Their desperation comes across and kind of like the guy or girl in a dating situation who is waiting by the phone pining for that person to call them to the point where they turn into a stalker who called for 5 different times in a short period of time to try to flush out that person they were out with, you don't want to come across as being desperate. Desperation doesn't work, does it?

You will like it. After all, if you walked into a car dealership and the salesperson tried to push you into buying a car or they were selling life insurance and they try to push you into a policy, employers don't like it and hiring managers don't like it. So why do you act desperate?

You have to control yourself and the best way to do that is to go out on more "dates." By dates, I'm referring to interviews. By doing this, you get a sense of your value. You get a sense of how others perceive you and how that engenders more interesting you. The more interest you get, the better you will feel, the more value you will have and the more persuasiveness you will deliver when talking about your value to others.

You see, it's not just enough that you know your value. That's the starting place. You need to convince other people of your value in the 1st way to do it is with YOUR attitude. Your attitude says a lot to the employer. It says, "Hey, look, I would love to work for you, but there are other fish in the sea, too." That's the same as what they communicate to you, right? "Hey, we'd love to hire you, but were to talk to 25 more people before we circle back and maybe, ask you out again." You have to have your equivalent as well.

ABOUT JEFF ALTMAN, THE BIG GAME HUNTER

Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for what 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 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

Salary Negotiation Advice from a Hostage Negotiator | NoBSJobSearchAdvice.com


Listen to the full episode here:
http://www.blogtalkradio.com/thebiggamehunter/2018/05/19/advice-from-a-hostage-negotiator-nobsjobsearchadvicecom

EP 1109 Have you ever been in the situation where someone you negotiating with suddenly changes their position? Chris Voss has and here I provide you with two tactics to use when you are confronted with this.

Summary

I was listening to a podcast today where Chris Voss was being interviewed. Chris is a former FBI hostage lead negotiator. I can't say he's a tough guy; I never met him but he has certainly stepped into some interesting situations.

He was talking about situations where people wind up dealing with someone who suddenly changes their positions. It is obviously talking about hostage negotiation, but it could be interesting if your job hunter or an employer who changes their position on something. Your employer and a job hunter comes back with something that is a new demand or request. The third circumstance occurs when your business and your selling something; a person who you are selling something to suddenly change their minds or position about it. You're trying to recapture the situation.

Voss came up with a great response to that. Actually, there are two of them that I really liked. The first one requires that you are imagining that your job hunter or an employer who is suddenly talking with you about different money or your employer and now they're countering with more money. Here's is a response:

"Sounds like you trying to teach me that I can't rely on what you're saying." BOING!!! How. Do you respond to that if your employer who is being told that by a job hunter , because your issuing or about to issue a lower job offer after leading them to believe that you are going to get a higher number? If her employer dealing with the job hunter, can you imagine throwing that one into the mix when a job hunters trying to up the offer?

"Sounds like you trying to teach me that I can't rely on what you're saying." WOW!

Then, of course, let's say were talking from the employer perspective, you have a job hunter who is suddenly issuing a counter demand and, before you hit the first response, you can always try this one… Ready?

"How am I supposed to do that?" You say it in a kind of flat neutral slow FM radio kind of voice and, lo and behold, it's kind of a shocking moment for them that kind of takes it out of their equilibrium because most of them have summoned up their courage in order to make this demand and what you're trying to do is the equivalent of a pattern interrupt.

The first one I really love – – "Sounds like you trying to teach me that I can't rely on what you're saying." You say in a very neutral way with a flat affect, no pressure, a very simple statement. I think that hit themselves in the head with the impact of that message that you're sending to them.

ABOUT 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, all as well as executive job search coaching and life coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

NoBSJobSearchAdvice.com

A Really Cool Negotiating Tactic | NoBSJobSearchAdvice.com

EP 1131 EP 333 Jeff Altman, The Big Game Hunter offers up a fun and really easy to implement salary negotiation tactic.

Summary

As you are speaking to the hiring manager who is made the offer to you, I want to respond by saying, "Wow! That is really fabulous! I am so looking forward to joining you. I think there are a lot of things I can do right out-of-the-box that will really go a long way toward proving my value to you. Can we set the start date on…" And you set up the start date.

They start lowering their guard a little bit and then you turn and say, "I have one small thing I need to resolve with you.. That 2nd number needs to be up a little bit. Instead of before, it needs to be a 5. That I can clearly walk in the door." They may respond by saying, "No," but what you are going to do is pay that image of you walking in the door 1st by saying, "I am so looking forward to joining. It's such a great opportunity. Thank you. This is such a great offer. I really think I can…" You have a sense of how I'm playing this?

"But I need to set fixed one thing here. That 2nd number needs to be a 5 and not a 4. I will be there very quickly."

What you're doing is committing to joining and basically accepting the offer but you are saying it has to be up a digit. It is a very subtle approach. It is very enthusiastic and sucks the man and making them feel as though they have hired you and then you are dropping the hammer.

ABOUT JEFF ALTMAN, THE BIG GAME HUNTER

Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for what 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 1100 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

The Five Question Salary Negotiation | JobSearchRadio.com


Listen to the full episode here:
http://webtalkradio.net/internet-talk-radio/2017/09/22/the-five-question-salary-negotiation-2/

Jeff Altman, The Big Game Hunter explains how to negotiate your job offer with just five questions.

Summary

Let's talk about negotiating salary. You've got the offer. Everything seems great but you want to do a bit more negotiating. Here is the 1st thing you do: if you feel comfortable about what is been proposed but you just want to increase a little bit, here's the idea.

You'll be asking a few questions but I don't want you doing it right away. I want you to say, "I'm thinking favorably. Can I come back to you in a day or so to have a couple of questions answered. I just want to make sure I do this 1 time so that were not going back and forth. He give me a day here to think about it and circle back to you?"

Think of it from the hiring manager's perspective. He or she thinks right away that you're going to be coming back about money. As a result, when you come back to them, the 1st question that you ask is NOT about money. It should be about anything BUT money.

Consider asking when you get into the 401(k). When you become eligible for benefits. Something softball that will cause them to relax a little bit and think for a 2nd, "Ah! This isn't going to be so tough!" Then, the next question is going to be about reporting relationships. Who are you going to report to? What are they like? If I'm reporting to you, who do you report to? Who do we service? Things along those lines.

The 3rd question is always a big one. You want to go to your most important question 3rd. I prefer you not deal with money here and keep that for a little bit later in the conversation. Here, you might ask about whatever your critical issue is. Maybe, is that you will be taking a trip and it is prescheduled and you want them to know about it in advance. Maybe it is about bonus eligibility... Whatever it is, covered 3rd.

Then, you circle back and asked him another softball question. Do I work on a Windows device or Mac? Isn't that a softball question?

Now, for the money question, you have been building up to this one, see would say something like, "You know, I've been really thinking favorably about this opportunity. Could you do a touch better on the offer?" Normally, they will do 1 of 2 things; they will either increase it by a few dollars. The 2nd thing they might say is, "This really is our top number." You'll be able to tell if it's true by the sincerity of their voice. Whether that is true or not. You'll be able to use your "acute BS detector" to determine if that is the case. The 3rd response is to say, "I will have to get back to you. Is that a deal breaker for you?"

You can say no or yes; that will be your choice. Ultimately, if this is a dealbreaker for you, he or she is going to work that much harder to get the number or or say, "Forget it." It is all over at that point.

Assuming that it is not a dealbreaker, tell them that at the point. You're interested in joining, other firms been talking about more money with you, you have another offer at that price point, could they do a touch better?

That's the theory behind what I call, "The Easiest Way to Negotiate a Higher Salary for Yourself." That's 1 of my YouTube videos. Watch it. It is about 10 minutes in length, and I think it is very helpful.

But I wanted to stage salary negotiation for you here. Kudos to my friend Ellis Chase. He did this in a Forbes article very well. If you go to Forbes and search for Ellis Chase, he lays out this formula nicely,

Jeff Altman, The Big Game Hunter is a coach who worked as a recruiter for what seems like one hundred years. His work involves life coaching, as well as executive job search coaching and business life coaching. He is the host of “Job Search Radio,” “No BS Job Search Advice Radio,” and his newest show, “No BS Coaching Advice.”

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Email me at [email protected]
and put the word, “Coaching” in the subject line and tell me about your circumstances in the body of the email.

JobSearchCoachingHQ.com 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 on function as your ally with no conflict of interest answering your questions.

Do you have a question you would like me to answer? Pay $25 via PayPal to [email protected]
and then forward your question to the same address.

Connect with me on LinkedIn http://bit.ly/thebiggamehunter

You can order a copy of “Diagnosing Your Job Search Problems” for Kindle for $.99 and receive free Kindle versions of “No BS Resume Advice” and “Interview Preparation.”

JobSearchTV.com

Taking Control of a Negotiation By Doing . . . Nothing | JobSearchTV.com


Follow Jeff Altman, The Big Game Hunter on Facebook
http://www.facebook.com/NoBSCoachingAdvice

Taking control the negotiations actually pretty easy. It’s just hard to do.

Summary

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

This is a tactic for use in negotiating. It’s a way to command the room and command the situation, in effect, by doing nothing. I am going to illustrate it for you.

For example, if someone was talking with and was about to make you an offer, “what would you say to (fill in the blank)?” Then, you pause for a second and say (Silence) and then spoke. What's the message that you're sending to the person who is extending the offer? Is the message that you are thrilled? I don’t think so. Is it a message that you're really weighing this carefully and that the next thing you do is you're going to say is important? Who's in control here? Who's in charge of the negotiation at that moment? The answer is you because you held the space by just being quiet for a few seconds.

Quiet is 1 of those great techniques that exist in so many situations because, culturally, we get anxious. When we don't hear a noise or get a response we rush in and kind of fill the space fill the space. But instead we wait 3 seconds, just 3 seconds, when someone says something that sounds ridiculous to us or we are not pleased with, or we want to control the room because we are speaking, you stand up in front of the audience and wait 3 seconds, look at them (I am going to illustrate it here one more time) you pause for a second and then just wait . . . people are waiting for you to speak.

I only did it for 2 seconds there; imagine the full 3. Imagine that when you are negotiating. Imagine that when someone is trying to push you into doing something that you're not pleased with.

This is 1 of the classic things recruiters do. Third party recruiters try to bully people into making a decision that they don’t want to make. They pester and they push and they bludgeon and then, at the end of all of that, if you waited for a few seconds, and then asked, “Are you done?” Who's in charge?

At that point who has taken the power a that point. You or them? I'm very confident that it’s you.

ABOUT 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, all as well as executive job search coaching and life coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

Negotiating Advice from a Hostage Negotiator | NoBSJobSearchAdvice.com

EP 1109 Have you ever been in the situation where someone you negotiating with suddenly changes their position? Chris Voss has and here I provide you with two tactics to use when you are confronted with this.

Summary

I was listening to a podcast today where Chris Voss was being interviewed. Chris is a former FBI hostage lead negotiator. I can't say he's a tough guy; I never met him but he has certainly stepped into some interesting situations.

He was talking about situations where people wind up dealing with someone who suddenly changes their positions. It is obviously talking about hostage negotiation, but it could be interesting if your job hunter or an employer who changes their position on something. Your employer and a job hunter comes back with something that is a new demand or request. The third circumstance occurs when your business and your selling something; a person who you are selling something to suddenly change their minds or position about it. You're trying to recapture the situation.

Voss came up with a great response to that. Actually, there are two of them that I really liked. The first one requires that you are imagining that your job hunter or an employer who is suddenly talking with you about different money or your employer and now they're countering with more money. Here's is a response:

"Sounds like you trying to teach me that I can't rely on what you're saying." BOING!!! How. Do you respond to that if your employer who is being told that by a job hunter , because your issuing or about to issue a lower job offer after leading them to believe that you are going to get a higher number? If her employer dealing with the job hunter, can you imagine throwing that one into the mix when a job hunters trying to up the offer?

"Sounds like you trying to teach me that I can't rely on what you're saying." WOW!

Then, of course, let's say were talking from the employer perspective, you have a job hunter who is suddenly issuing a counter demand and, before you hit the first response, you can always try this one… Ready?

"How am I supposed to do that?" You say it in a kind of flat neutral slow FM radio kind of voice and, lo and behold, it's kind of a shocking moment for them that kind of takes it out of their equilibrium because most of them have summoned up their courage in order to make this demand and what you're trying to do is the equivalent of a pattern interrupt.

The first one I really love – – "Sounds like you trying to teach me that I can't rely on what you're saying." You say in a very neutral way with a flat affect, no pressure, a very simple statement. I think that hit themselves in the head with the impact of that message that you're sending to them.

ABOUT 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, all as well as executive job search coaching and life coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

Bad Negotiating | JobSearchRadio.com


Listen to the full episode here:
http://webtalkradio.net/internet-talk-radio/2016/11/17/job-search-radio-bad-negotiating/

There should be a pact between people not to try to do this and respect one another.

Summary

Let me check something out with you.

If you send me a resume and said you made $150,000 and I called you up and we had a detailed interview and I said to you, "Great! Your background looks terrific!  Our client can only pay $130,000. Isn't that great?"  You would be angry at me, right?  You be angry at me for wasting your time for expecting you. That you would do something that only a fool would do.  Take that big a haircut.  Yet, when people send their resume to me, and my advertising or my outrage or my communication with them, says, "This is the salary level. My client pays and we do the exact same thing in reverse, and you turn around and say, "Well, they should be paying $20,000 more," after I've spent 20 freaking minutes with them, didn't you read?  Did you see what I communicated?

Why do you waste my time?
This happens all the time. Job hunters think, and consultants. In particular, think that it is okay to go through this game but if you were reversed, "All, terrible, terrible."

So, I just want to encourage you, be mindful of other people's time.  Just because you've been treated badly in the past doesn't give you permission to treat others badly.

It's not like, "Okay, I got the bad experience.  Let me give it to someone else."  Then they can give it to someone.  No, it is not supposed to work that way.

We all have a responsibility to put into it in our work.  You don't get a pass because someone treated you badly. I don't get a pass because someone treated me badly. I still conduct myself as I commit myself to do.  In a forthright and honest way.  Communicate best information wherever possible and saying, "I don't know. Let me get back to you."

I will do that all the time.  However, I am not going to waste someone's time with the game like the one I started this podcast with.  Why do you?

I will simply say, that for many of you, you just don't know that it's the wrong thing to do.  As a matter of fact, for many of you (I have to say many because I just see how job hunters go about their business), you act as though the skills needed to find a job are not different than the ones needed to do a job.  Most of you are not capable of job hunting.  You find the job by accident.  You go through a lot of trial and error. You learn on the cuff.  You get lucky!  Someone hires you.  You think it's skill. But, all the way through, you are being shelled through a process that takes you through to this conclusion.

Visit JobSearchCoachingHQ.com.  This is a site where you are able to find information about how to search for work.  It is far better than what you will find in other places.  In addition, you can ask me questions about your search and I have no vested interest in which job you take.  It doesn't matter to me.  I'm there to help you to the best that you can on your search.

ABOUT 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, all as well as executive job search coaching and life coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast Jeff Altman, The Big Game Hunterin iTunes for job search with more than 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

Win-Win Means You Lose in a Salary Negotiation | JobSearchRadio.com


Jeff Altman, The Big Game Hunter explains why you should not negotiate using a win-win philosophy.

Summary

In salary negotiation, I believe many of us are trained to believe in the notion of a win-win negotiation. Corporations have been brought up to believe in a winning negotiation. Win-win really isn't part of their lexicon. They may attempt to trap the unsuspecting job hunter, supplier or anyone else in this notion of win-win but, ultimately, what they are going to try to do is to get you to make concessions and then to do is to responsible.

When you enter into a negotiation, in all probability, the last thing you should be talking about is salary.

Why?

There find it very easy to make many types of secondary concessions because they are going to want you to concede on salary issues because, after all, look at all the stuff we gave up! There is really nothing that they're giving up.

When you get to the salary part I want to encourage you to remember that this is not about you being a nice girl or a nice boy, Isabel you get is much as possible to get your target because, again, at the end of the day when you go home the company is still be around. But are you going to be satisfied with the salary that you negotiated?

You have to remember (1) what numbers good cause you to walk away from negotiation?

Actually, the 1st thing you have to remember is that your 1st job is to win. The person on the other side of the table is the representative of that firm who is there to get you to give up what you want you and you have to be prepared to use one negotiating chip. That ship is the ability to stand up and walk away and say, "I don't think this is a good deal for me, "and make them circle back to you.

If they don't, remember, there was no bargaining there anyway. Rather than waste of breath, again, start off with all the secondary stuff. When you get to the money, the conscious of what is going to cause you to walk away and, actually, if you need to do it, do it.

ABOUT 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, all as well as executive job search coaching and life coaching. He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1000 episodes,“ Job Search Radio,” “and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

Are you interested in 1:1 coaching, interview coaching, advice about networking more effectively, how to negotiate your offer or leadership coaching? Visit www.TheBigGameHunter.us and click the relevant tab on the top of the page.

JobSearchCoachingHQ.com 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 LinkedIn. Like me on Facebook.

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

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

For more about LinkedIn, order “Stacked: Double Your Job Interviews, Leverage Recruiters and Unlock LinkedIn.”

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

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