If the employer has partners or associates, you may get this one: "Since you're asking for 35 percent more than we planned on paying, I'd like to discuss this with my colleagues to find a solution we can all live with."
Don't let it throw you. Show regret, concern, or angst and they've got you. Be confident, controlled, and always the consummate professional and you'll remain in the driver's seat. Whatever happens, don't let it phase you. Say something understanding and professional like, "I can understand that, Mr. Tightwad. Maybe we could speak over the next couple of days. I look forward to picking up the ball again. I'm sure we can arrive at a harmonious figure."
Fact is Mr. Tightwad doesn't have to consult anyone or ask any one's permission. He knew exactly what he could spend before he met with you. All he's doing is using a stall tactic to make you nervous. He's hoping you'll blow your cool thinking about other candidates who might be offered the job. Maybe you'll get so uptight; you'll grab the phone and take the job at the salary offered. Not on your life! A little paranoia is normal, but don't let it sabotage you. As tough as it sounds, hang in there for a couple of days. I'm betting Tightwad calls you before you call him. Reminder: He wants you.
Another popular scare tactic is tossing budgetary restraints in your face. "Since you're asking for far more than we budgeted for the position, I'd like to discuss this with my controller to see if the salary you're asking for is financially feasible. We've carefully budgeted all our key expenses for the next 12 months."
Baloney. It sounds great, but it's a lot of hot air. Don't believe a word of it. They're trying to make you believe the old corporate line that budgets are cast in stone.
As soon as you hear them say "budget," you know they're grasping at straws. Yes, most smart companies have budgets. And yes, they do their damnedest to stick to them. Yet every day budgets are bent, stretched, and sometimes abandoned. Typically, it's for a critical expenditure. When a highly qualified person comes along demanding more than the allotted pay for that function, employers do some bottom-line rationalizing. "So it's $10,000 over budget.
Look what we're getting. Sure we could get someone cheaper. But she won't have the experience of this seasoned professional." Ten minutes of logical thinking leads to an inevitable conclusion: "The bottom line could be conservatively fattened by at least 20 percent by hiring this capable person. Call Ms. Aristotle and ask her when she can start," Done deal.
Do you feel better now that you know what went on behind the scenes?
FIVE ALL-PURPOSE COMMANDMENTS
Here are five all-purpose commandments for smart salary negotiation:
- Know what you're worth. Check out the market carefully so you're cutting the best deal.
- Don't bring up salary until a job offer is made.
- Don't be afraid to build a strong case for yourself. Employers respect and admire candidates who are unafraid to sell themselves. Ninety percent of salary negotiation is convincing employers you're indispensable.
- Be patient. Negotiations can take a few days.
- Negotiate in a friendly manner. Don't be evasive, belligerent, or confrontational. Remember, the employer has decided to hire you and doesn't want to go through the timely and expensive chore of screening other applicants.
