I worked in recruiting for more than 40 years before changing directions and doing executive job search coaching. I filled more than 1200 positions plus consulting assignments and, as you can imagine, entered into some negotiations that were easy and many that were painfully difficult. I won far more than I lost but certainly lost a lot.

Folks, many of you enter into negotiations with the belief that negotiating means that when they ask, you concede. You outsource your negotiations to third party recruiters whose interest are:

1. Deliver you to their client at the price the client says so that they earn a fee

2. Keep the corporate client happy and

3. See #1.

Continued