How to Negotiate Salary (using power dynamics) with John Gates, Episode #251

John Gates and I discuss practical steps to follow when negotiating an offer.

Salary Coach

• Happy New Year! This is when many consider changing jobs, potentially waiting until after receiving bonuses in January. It's predicted that there will be significant job turnover and changes in 2025.
• John Gates, who has a background in recruiting from entry-level to managing thousands of job offers at Fortune 500 companies, shares insights on salary negotiation.
• Common mistakes in job offer negotiations are highlighted, including the tendency to accept offers immediately without negotiation. Gates advises on how to ask questions to gain time for better negotiation, even if the company says the offer is "their best".
• Gates emphasizes that negotiation should begin from the first interaction with a company, not just at the offer stage. He suggests avoiding "open" or "negotiable" on salary applications; instead, one should provide a number that gets them considered but isn't too high.
• The strategy of using a salary range during discussions is advocated to keep negotiation leverage. Gates explains psychological concepts like "memetic desire" to increase one's perceived value by subtly showing competition for your candidacy.
• The conversation touches on the dynamics of power in interviews, where the candidate gains leverage as the company shows buying signals or interest.
• Gates discusses his coaching services, aimed at guiding people through job offers, particularly in high-stakes situations like C-suite negotiations, where fear of losing an offer can lead to leaving money on the table.
• An example is given of a COO who nearly missed out on substantial additional compensation due to reluctance to negotiate further.
• The challenges for out-of-work C-suite executives are discussed, including the dynamics with executive search firms and the necessity for strategic job hunting.

Schedule time with Tony to discuss your staffing and direct need hiring needs for a free Q&A.