Suppose you are a hiring manager, what negotiation tactics your counterpart may use?

  • Make sure you negotiate. Ask for some time to think about it before making a decision
    • Only AFTER they really like you, AFTER the interview. Most likely via email rather than real time
    • Negotiation is an important knowledge discovery skill at work. Good way/time to demonstrate it.
  • Giving out current salary is debatable, giving a range is fine
  • Have basic idea on expected range. Do not get surprised or become unsure
  • Do not get emotional, e.g.,
    • using another person’s salary as reference explicitly
    • Avoid “I think”, “I feel”, “I need”
    • Hardline on your expectation.
  • You can pick up (easily) $5,000 in salary negotiations. The salary part is actually not THAT huge in the total compensation of the employee
    • Even if number itself can not change, you can ask for other form of concession, e.g., project assignments, travel opportunities, professional development opportunities

Common arguments

  • Q: “I really need a number to move the process forward.”/”This form needs a number.”

  • A: Focus on discovering fits and mutual interests. Giving out number, as discussed above, will compromise your position, although in the end you may have no choice

  • Q: “We want to figure out whether you’re an appropriate candidate for the position”

  • A: Then dive deep with it

  • Q: “I have to go to $EXTERNAL_AUTHORITY to get approval of that.”
  • A: Refocus the discussion on things which are within the hiring manager’s personal authority.

On re-negotiation

  • Make a List of Accomplishments. Do not mentions things other than that, e.g., context, requirement, times at the company, or your PERSONAL needs
  • Compare Industry Salaries
  • Prepare Your Case First
  • Schedule a meeting so that both sides are available, prepared and ready to have a fruitful discussion.
  • Anything is better than nothing
  • Don’t give ultmatum
  • give options, instead of just money
  • Timing is important. Don’t wait until auto raise or busy time. Also gives time for them to reach a decision
  • Keep it non-personal, and NOT emotional
  • View it as good negotiation skill practice

References