The Role of The Recruiter in a Negotiation |

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Many people have the belief that recruiters work for them.

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So, what's the role of the recruiter in a negotiation? Well, in the best of circumstances, they're a mediator between your interests and an employe'rs interest.
"You mean they don't represent me?"
Up to a point. Up to a point, they represent you but they also have to represent the institutional customer who's going to be paying them.
You don't pay them. Someone is paying them for the service of identifying an individual to fill a need. That person is you. So, the idea that the recruiter is balancing interests of different parties– – that's really the way you have to think of it. When you talk to the recruiter,basically, you're sitting opposite a mediator for the employer who's trying to see if they can– –my choice of terms– – " finesse you" into accepting what the employer's going to propose.
So, what you say to them is often going to get back to the employer.. There are really no great secrets. So, they don't really negotiate all that hard because you're not paying them. Often, a recruiter is going to try and push you into what the employer wants because when you are gone, there's always someone else.
So, understand that what they're paid to do is get the right person for a job at the best price possible for the client. So, I'll simply say that when you're talking with them, there's a point where you'll sense that they're trying to maneuver you into a particular conclusion because they've learned that this is what their client wants. And you can pause for a second and say, " are you trying to tell me that they will only pay this amount of money?" Just there's some point blank because it will save you a lot of time and aggravation when you start using your senses and listen to what they're suggesting to you.
Well, frankly,, I'm looking for $10,000 more from them and if they can't deliver it, I'm sorry. Head back to them and get them to up the money," and that saves a lot of time because what you've done, very simply, is shortcut the manipulation that's going on where they're trying to drive you to a particular number and get you to say, " yes," by taking control.
Now, if you're okay with that number, just simply say, "I would like them to do a touch better." It is following the advice from my video, " the easiest way to negotiate a higher salary for yourself ."Watch that video on YouTube. It's a good one and will help you in this scenario. There's a little bit of theater that I teach in that in that video. So, watch it and practice it in advance because, trust me, thereh comes a point with many recruiters where they're driving into particular number and particular outcome because they believe that that's as much as the client is willing to go.
In good times, the client may exceed expectations. In bad times,the only negotiating that they're going to do is, "we're giving him two choices– – leave it and take it. "So when times are good as they are when I'm recording this, often, there's additional flexibility. So,use that to your advantage because, trust me, when times are bad,they're going to use their leverage to their advantage.
So, the role of the recruiter ostensibly is to mediate between interests. However, and sometimes that mediation involves telling you that there's no way they're going to that number, tell them to try. Tell him to take a shot. Indicate what it is that you really want and come back to you if they're unwilling to take it. Don't indicate to them that you're willing to accept because, otherwise, some recruiters will just sit on their hands for a day and then come back and say they won't do it.
So, I'll just say that mediation between parties but ultimately they don't work for you. They work for the person the pays them.


Jeff Altman, The Big Game Hunter is a career and leadership coach who worked as a recruiter for more than 40 years. He is the host of “No

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

BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with more than 1200 episodes and his newest show, “No BS Coaching Advice” and is a member of The Forbes Coaches Council.

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Jeff Altman, The Big Game Hunter
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