I was listening to a zoom chat between two Female Leaders in the Entertainment industry on the Art of Negotiation.

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Courtney Oliver

HR Professional. Career Advisor. Board Member.

02/08/21 at 12:05AM UTC

I was listening to a zoom chat between two Female Leaders in the Entertainment industry on the Art of Negotiation.

The comment that hit home was " Always let them pour the first the drink." Meaning let them make the first offer. Find out how much they value you . We tend to undervalue ourselves. Thought this gem was too good not to share. As women and especially women of color tend to accept the first offer given. Thoughts?

14 Comments

Meg Durcan

02/08/21 at 12:44AM UTC

I couldn’t agree more! How would you recommend candidates answer the question, “What are you salary requirements?” during the phone screen?

Barb Hansen

3.32k

Ask me anything about Startups

02/08/21 at 3:31AM UTC

"Let them pour the first glass" What a great analogy! I'll jump in and answer @meg durcan's question of "What are your salary requirements?" This is how I answer that question: <side note: if you are changing industries or job titles or geographic settings (you are moving to a new city), do your research so you know the average wage range for the specific job you are applying for> Interviewer: What are you salary requirements? Me: "My skill set and proven ability to impact <whatever you impact> has proven that I'm worth between $XXX and $XXX dollars a year. I'm excited about this opportunity with <insert company's name> and I'm willing to discuss a compensation package that includes wages, bonuses and other benefits. Are we in the right ballpark? " and then I stop talking

Anonymous

02/08/21 at 1:24PM UTC

Unfortunately in a job interview scenario 99% of the time the candidate must supply a specific answer to the question of salary so while a range gets the conversation or negotiation started, a company usually doesn't volunteer much in the way of negotiation.

1 Reply

Courtney Oliver

HR Professional. Career Advisor. Board Member.

02/09/21 at 2:14PM UTC

It takes practice, there are ways to allow the recruiter or hiring manager to come with the offer first. Barb's script above is a good start. Practice makes it easier not perfect. What is perfection anyway?

1 Reply

Anonymous

02/10/21 at 12:44AM UTC

I did that recently with a recruiter. I hemmed around the fact the job would be a relocation and I "didn't have an idea of what range I should be looking at for houses." About two hours later he called back and gave me a verbal number. Mind you, he was clever not to put it in writing, but at least a dollar amount has been uttered.

Käte Davis

I help working moms leave office drama behind.

02/10/21 at 2:47PM UTC

Perhaps I'm not as nice as most of you! If it's a recruiter call, I ask for salary range up front, and tell them it's because I don't want to waste either party's time if we wouldn't be able to make it work later. :)

2 Replies

Anonymous

02/11/21 at 1:16AM UTC

That's good advice. Might as well be upfront right away... no point interviewing for a job if the salary is not what you want

Robyn Wick

553

HiEd Professional/PT Fitness Inst

02/17/21 at 7:33PM UTC

My employer always gives the candidates the salary range when calling for interviews so that we don't waste anyone's time. I work for a public university. Job classifications and salary ranges are typically tight and don't have a lot of room for negotiating. I would ask for a range up front.

Mich.Fr.

154

Personal assistant with 13+ years experience.

02/10/21 at 3:01PM UTC

This is great advice! I worked with a recruiter on my current position. She had my salary range in her files; I was always upfront with recruiters regarding my requirements. When the job was offered, the company presented a significantly higher salary than I was asking. Had I given my range, I would have low-balled myself. I accepted immediately.

Rebecca Kaufman

Social & Digital Media in New York

02/10/21 at 4:15PM UTC

Thanks for sharing this advise - it's always a fear that I'll say a figure that's too high and the offer will be taken back. It makes sense to let those hiring take the first pass. Any tips on how to respond if they ask first?

1 Reply

Gail Orfanos, CMP, HMCC

Virtual Assistant Database & Project Manager

02/10/21 at 5:21PM UTC

I suggest if they ask first, reply with "What is your budget?" It throws the ball back into their court, and you get a sense of what they are willing to pay.

Gail Orfanos, CMP, HMCC

Virtual Assistant Database & Project Manager

02/10/21 at 5:18PM UTC

Great reminder! As a small business owner, in the beginning, there were times I was afraid I wasn't going to get the business and undersold my services. I keep a note by my desk to remind me if I owned an ice cream shop - would I give away free ice cream cones? Know your value and be in a position to walk away.

Leena Patel

CEO of Sandbox2Boardroom, Innovation Expert

02/10/21 at 7:40PM UTC

I like to be the first to start with a number. When you let the other person speak, you let them dictate the value. As a business owner, I know mu numbers including what I am able to pay staff and what I need to charge partners so that I can keep the lights on. I always like to give them the ballpark first (then wait for the 10 second silence as their chin drops on the floor – I've come to expect it), and then proceed. However, this only works when you have effectively conveyed your value to the other party first. If you've done that, the number should feel like a no-brainer... even if they can't afford it, they can understand how you came to it. Bottom line: don't put yourself on the clearance rack.

Anonymous

02/12/21 at 2:19AM UTC

Nice thought, but unfortunately both sides of the table are usually waiting for the other one to pour the drink. Sometimes you gotta be the bartender.