Never Negotiate Salary Over Email | Do This Instead

Key Concepts

Negotiation, communication, recruiter relationship, hiring manager interaction, offer evaluation, counter-offer strategy, mindset, Albert Mehrabian's communication model.

Never Negotiate Via Email or Voicemail

• Absolute Rule: Never include negotiation-related words in emails or voicemails. The only acceptable email communication is to schedule a phone or Zoom call.
• Rationale:
  • Albert Mehrabian's Communication Model: Only 7% of communication is the words used. 38% is tone, and 55% is body language. Email strips away 93% of communication cues.
  • Misinterpretation: The recipient's mood and context influence how they interpret written communication, potentially negatively.
  • Inability to Explain Rationale: Written questions prevent you from explaining the reasoning behind them, leading to assumptions.
  • Lack of Iteration: Email limits the ability to explore multiple solutions or negotiate creatively. You can't have a back-and-forth conversation to find mutually beneficial outcomes.
• Example: Instead of emailing questions about the offer, say, "I'd really like to talk it through. That way I can explain why I want to understand what I want to understand."

Handling Questions During the Interview Process

• Avoid Sending Questions in Writing: Refrain from sending questions to interviewers, except for logistical details like time and location.
• Consequence: Sending questions is considered a significant mistake in the interview process.
• Alternative: Ask for more time to discuss questions verbally.

Negotiating with Recruiters and Hiring Managers

• Ideal Scenario: Discuss the offer and negotiation points directly with the hiring official.
• Strategy: When the recruiter presents the offer, aim to involve the hiring official in the discussion.
• Approach:
  1. Express enthusiasm for the opportunity and a desire to finalize the offer quickly.
  2. State that you have questions for both the recruiter and the hiring official, particularly related to the role.
  3. Propose a joint Zoom meeting with the recruiter and hiring official to address all questions in one call.
• Rationale: This appeals to the recruiter's desire to close the deal efficiently.
• Alternative Scenario (Hiring Official Unavailable):
  1. Ask the recruiter your questions and provide your rationale for each.
  2. Emphasize flexibility in how your needs can be met.
  3. Example: "If I'm able to do this, is there a way that you and the hiring official can figure out a way for me to earn this?"
  4. If pressed for specifics, express a preference (e.g., "15k in the base because that would also help the bonus and a sign-on would be good because I'm going to have to buy some new suits because I want to look fresh right").

Case Study: Stay-at-Home Mom at Apple

• Background: A 50-year-old stay-at-home mom re-entering the workforce received an offer from Apple.
• Initial Offer: The offer included a base salary, bonus, and stock options, totaling significantly more than her previous income.
• Coaching: The speaker coached her to negotiate for an additional $100,000.
• Negotiation Process:
  1. The speaker assessed the company's willingness to negotiate.
  2. The candidate, nervous about losing the offer, initially asked for only $50,000 more.
  3. Apple returned with an additional $75,000, demonstrating their desire to make her happy.
• Key Takeaway: Never assume what a company is willing to pay.

Mindset and Abundance

• Avoid Limiting Beliefs: Do not assume that there is not enough money available.
• Affirmation: "I'm a money magnet."
• Rationale:
  • Believing in abundance increases the likelihood of attracting opportunities.
  • Negative thoughts ("I don't have enough") are counterproductive.
  • Focus on positive and motivating thoughts.

Synthesis/Conclusion

Effective negotiation requires strategic communication, understanding the other party's motivations, and a positive mindset. Avoid written negotiations to maintain control over tone and context. Aim to involve the hiring manager directly in offer discussions. Never underestimate a company's potential willingness to negotiate, and cultivate a belief in abundance to attract opportunities.