How to Negotiate a Lowball Offer

EP 3002 Sometimes employers don't mean to do it and other times they are trying to get you on the cheap. Today's show is based on Andrew LaCivita's video https://youtu.be/gbescvOJaGo?si=BKvXjv8-sXUr0zgh and summarizes his thinking ABOUT JEFF ALTMAN, THE BIG GAME HUNTER People hire Jeff Altman, The Big Game Hunter to provide No BS job search coaching and career advice globally because he makes job search and succeeding in your career easier. You will find great info and job search coaching to help with your job search at ⁠⁠JobSearch. Community⁠⁠ Connect on LinkedIn: ⁠https://www.linkedin.com/in/T⁠⁠heBigGameHunter⁠ Schedule a discovery call to speak with me about one-on-one or group coaching during your job search at ⁠www. TheBigGameHunter.us. We grant permission for this post and others to be used on your website as long as a backlink is included to ⁠www. TheBigGameHunter.us⁠ and notice is provided that it is provided by Jeff Altman, The Big Game Hunter as an author or creator. Not acknowledging his work or providing a backlink to ⁠www. TheBigGameHunter.us⁠ makes you subject to a $1000 penalty which you proactively agree to pay. Please contact us to negotiate the use of our content as training data.

• 0:00Speaker 00

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• 0:30Speaker 01

  Okay, so today, we're diving into something I think we can all relate to. It's that moment when, you know, you've aced the interview process.

• 0:39Speaker 02

  Right.

• 0:40Speaker 01

  You're picturing yourself, you know, first day on the job.

• 0:42Speaker 02

  Yeah.

• 0:43Speaker 01

  Feeling great.

• 0:43Speaker 02

  Absolutely.

• 0:45Speaker 01

  And then that offer comes in.

• 0:46Speaker 02

  Hmm.

• 0:47Speaker 01

  And it's like, way lower than you thought it would be.

• 0:50Speaker 02

  Oh, yeah.

• 0:51Speaker 01

  It's like a reality check.

• 0:52Speaker 02

  It really is.

• 0:53Speaker 01

  What do you even do in that situation?

• 0:55Speaker 02

  Well, I think the first thing is not to panic.

• 0:58Speaker 01

  Right.

• 0:58Speaker 02

  Because it's so easy to like, immediately get defensive.

• 1:02Speaker 01

  Yeah.

• 1:02Speaker 02

  Or feel like you have to fight back.

• 1:04Speaker 01

  Totally.

• 1:04Speaker 02

  But that's not always the best strategy.

• 1:07Speaker 01

  No, not right away.

• 1:08Speaker 02

  It's more about taking a step back.

• 1:10Speaker 01

  Okay.

• 1:10Speaker 02

  Like you said, it's a real deep dive moment.

• 1:12Speaker 01

  Yeah.

• 1:12Speaker 02

  Because you need to gather some information.

• 1:13Speaker 01

  So before you even start, you know, crafting that counter offer email.

• 1:18Speaker 02

  Exactly.

• 1:18Speaker 01

  What's the first thing you should do?

• 1:19Speaker 02

  Well, career expert Andrew LaCivita.

• 1:22Speaker 01

  Mm-hmm.

• 1:23Speaker 02

  He has this great question that he recommends asking yourself.

• 1:26Speaker 01

  Okay.

• 1:26Speaker 02

  When you get an offer and it just feels off.

• 1:29Speaker 01

  Like, I'm already laid on me?

• 1:31Speaker 02

  He says, "Ask yourself, is the amount offered based on how they view the position?"

• 1:37Speaker 01

  Okay.

• 1:38Speaker 02

  Like, in general.

• 1:39Speaker 01

  Okay.

• 1:39Speaker 02

  Or is it based on how they think you specifically will perform in the role?

• 1:44Speaker 01

  Oh, that's good.

• 1:45Speaker 02

  Right.

• 1:45Speaker 01

  Because it's like, two totally different things.

• 1:48Speaker 02

  It is.

• 1:48Speaker 01

  You know, like, are they saying this job just isn't worth that much?

• 1:52Speaker 02

  Exactly.

• 1:52Speaker 01

  Or are they saying, they're not sure I'm the one to make it worth more?

• 1:56Speaker 02

  Hmm, that's really insightful.

• 1:58Speaker 01

  Yeah, because that's gonna totally change how you approach the negotiation.

• 2:01Speaker 02

  Absolutely.

• 2:02Speaker 01

  So how do you figure out which one it is?

• 2:04Speaker 02

  Well, you kind of have to ask them.

• 2:06Speaker 01

  Okay.

• 2:06Speaker 02

  Not in a confrontational way.

• 2:08Speaker 01

  Right.

• 2:08Speaker 02

  But just try to understand their perspective.

• 2:11Speaker 01

  So like, what would you even say?

• 2:13Speaker 02

  You could say something like, "I'm really excited about this opportunity, but I'm curious to know, is this salary range based on how you view the position in general?

• 2:23Speaker 01

  Okay.

• 2:23Speaker 02

  Or is it more about how you see me specifically contributing?

• 2:26Speaker 01

  Oh, that's good, because it's not accusatory.

• 2:28Speaker 02

  Right, it's just asking for clarification. Which is totally fair.

• 2:32Speaker 01

  Okay, so you pop the question, you put it out there.

• 2:35Speaker 02

  Yeah.

• 2:35Speaker 01

  What happens next?

• 2:36Speaker 02

  Well, there are a couple of ways they might respond.

• 2:39Speaker 01

  Okay, let's hear it.

• 2:40Speaker 02

  So scenario one.

• 2:41Speaker 01

  Right.

• 2:41Speaker 02

  They come back and say, "You know what? You're right. We actually see this role as a lower level position than you do."

• 2:49Speaker 01

  Oh, interesting.

• 2:50Speaker 02

  So they're basically saying, they don't value the position as much as you might.

• 2:57Speaker 01

  So it's not really about you?

• 2:59Speaker 02

  Not personally?

• 3:00Speaker 01

  It's about how they've structured the whole thing.

• 3:02Speaker 02

  Exactly.

• 3:03Speaker 01

  Okay, so what do you do then? So they're basically saying like, no matter who takes this job.

• 3:08Speaker 02

  Right.

• 3:09Speaker 01

  It's just not gonna pay that much.

• 3:10Speaker 02

  Yeah, that's essentially what they're saying.

• 3:12Speaker 01

  So what do you do?

• 3:12Speaker 02

  Well, it depends. Like, how badly do you want the job?

• 3:15Speaker 01

  True.

• 3:16Speaker 02

  Because if the offer is just way off.

• 3:18Speaker 01

  Like, offensively low?

• 3:19Speaker 02

  Yeah, if it's disrespectful almost, then you might just walk away.

• 3:22Speaker 01

  I mean, it takes guts.

• 3:24Speaker 02

  It does, it is.

• 3:24Speaker 01

  But I kind of respect that.

• 3:25Speaker 02

  It shows, you know, your worth. And that you're not afraid to walk away from something that's not serving you.

• 3:32Speaker 01

  And I bet that earns you some respect, too.

• 3:34Speaker 02

  It can.

• 3:34Speaker 01

  Even if they don't say it.

• 3:35Speaker 02

  Yeah, even if they don't offer you the job right then.

• 3:38Speaker 01

  They might remember you down the line.

• 3:39Speaker 02

  They might. Or somebody else who was watching that interaction might be impressed.

• 3:44Speaker 01

  Right, makes you think.

• 3:45Speaker 02

  Totally.

• 3:46Speaker 01

  But, okay, let's be real.

• 3:47Speaker 02

  Okay.

• 3:48Speaker 01

  Sometimes you need the job.

• 3:49Speaker 02

  Of course.

• 3:50Speaker 01

  Like, you can't just walk away from every low-ball offer.

• 3:52Speaker 02

  No, you gotta be practical, too.

• 3:54Speaker 01

  So what do you do then?

• 3:55Speaker 02

  You can accept the offer.

• 3:57Speaker 01

  Oh.

• 3:58Speaker 02

  Keep your options open.

• 3:59Speaker 01

  So like, don't stop looking.

• 4:01Speaker 02

  Exactly.

• 4:02Speaker 01

  Keep those feelers out there.

• 4:03Speaker 02

  Keep networking, keep applying.

• 4:06Speaker 01

  You never know what might come up.

• 4:07Speaker 02

  And sometimes just having that job offer.

• 4:10Speaker 01

  If it's not perfect?

• 4:11Speaker 02

  Can give you leverage.

• 4:12Speaker 01

  That's true.

• 4:13Speaker 02

  In future negotiations.

• 4:14Speaker 01

  Okay, so you're saying even if you accept this offer.

• 4:17Speaker 02

  Yeah.

• 4:17Speaker 01

  It's not like the final word.

• 4:19Speaker 02

  Exactly, you can always keep playing the game.

• 4:22Speaker 01

  Okay, I like that.

• 4:23Speaker 02

  Now, what about that second scenario?

• 4:25Speaker 01

  Oh yeah, we were gonna get to that.

• 4:26Speaker 02

  What if it's not the position they're undervaluing?

• 4:29Speaker 01

  It's you. Like, they're just not convinced you're the one.

• 4:33Speaker 02

  Yeah, that's a tougher one.

• 4:36Speaker 01

  How do you even figure that out?

• 4:38Speaker 02

  Well, it usually comes out in the conversation.

• 4:40Speaker 01

  So like, they'll say something?

• 4:41Speaker 02

  Yeah, they might question your experience, or your skills, or your past performance.

• 4:45Speaker 01

  So it's more about your personal brand?

• 4:46Speaker 02

  Exactly. It's like, they're not seeing your value.

• 4:49Speaker 01

  And that's where you gotta step in and be like, whoa, hold on.

• 4:51Speaker 02

  Right. You gotta change their perspective.

• 4:53Speaker 01

  Reframe it.

• 4:53Speaker 02

  Exactly. And this is where Andrew's advice is so helpful.

• 4:57Speaker 01

  Oh yeah, what does he say?

• 4:58Speaker 02

  He talks about the importance of reframing.

• 5:01Speaker 01

  Okay.

• 5:01Speaker 02

  Like, shifting their focus from what they think they know.

• 5:04Speaker 01

  To what you know.

• 5:05Speaker 02

  Yes, to what you bring to the table.

• 5:08Speaker 01

  Okay. I'm intrigued. Give me an example.

• 5:11Speaker 02

  All right, so, Andi talks about one of his clients.

• 5:14Speaker 01

  Okay.

• 5:15Speaker 02

  Let's call her Sarah.

• 5:16Speaker 01

  Okay, Sarah.

• 5:16Speaker 02

  She was a chief revenue officer.

• 5:18Speaker 01

  Okay, very impressive.

• 5:19Speaker 02

  Highly sought after, tons of experience, proven track record of success.

• 5:25Speaker 01

  All right, so she's the real deal?

• 5:26Speaker 02

  Oh yeah, she gets this offer.

• 5:27Speaker 01

  Okay.

• 5:28Speaker 02

  And it is shockingly low.

• 5:30Speaker 01

  Oh no, like ridiculously low.

• 5:32Speaker 02

  Oh, it was bad. Like, they were trying to lowball a rock star.

• 5:36Speaker 01

  So what was the deal? Were they just trying to take advantage of her?

• 5:39Speaker 02

  No, it turned out they were comparing her salary to other C-suite roles.

• 5:43Speaker 01

  Okay.

• 5:44Speaker 02

  Like, their chief customer service officer and their chief people officer.

• 5:48Speaker 01

  So other executives, but not in the same lane at all?

• 5:50Speaker 02

  Exactly. Like, those roles had nothing to do with bringing in revenue.

• 5:54Speaker 01

  Yeah, you can't compare them.

• 5:55Speaker 02

  And yet, they were using those salaries as benchmarks.

• 5:59Speaker 01

  That's so frustrating.

• 6:00Speaker 02

  They got hung up on the job title.

• 6:02Speaker 01

  Instead of the actual impact.

• 6:03Speaker 02

  Exactly. And that's a trap a lot of people fall into.

• 6:07Speaker 01

  Yeah, you can't just look at a title on a piece of paper.

• 6:09Speaker 02

  You have to look at the value someone brings.

• 6:12Speaker 01

  So how did Sarah turn things around?

• 6:14Speaker 02

  She basically reframed their whole perspective.

• 6:17Speaker 01

  Oh.

• 6:18Speaker 02

  She got them to focus on the bottom line.

• 6:19Speaker 01

  Okay.

• 6:20Speaker 02

  She stopped talking about job titles.

• 6:22Speaker 01

  Right.

• 6:23Speaker 02

  And started talking about revenue.

• 6:24Speaker 01

  So she, like, schooled them?

• 6:26Speaker 02

  Basically. She walked them through her strategy for growing the company's revenue.

• 6:32Speaker 01

  And I bet they were like, oh.

• 6:34Speaker 02

  Pretty much. Their eyes kind of opened up.

• 6:37Speaker 01

  So it's like she became her own salesperson.

• 6:39Speaker 02

  In a way, yeah. She had to sell herself.

• 6:42Speaker 01

  But it worked.

• 6:43Speaker 02

  It did. They realized they were way off.

• 6:45Speaker 01

  And bumped up the offer.

• 6:46Speaker 02

  Significant.

• 6:47Speaker 01

  See? That's what I'm talking about.

• 6:49Speaker 02

  It's about knowing your worth.

• 6:52Speaker 01

  And being able to back it up.

• 6:53Speaker 02

  Exactly. You have to connect the dots for them.

• 6:56Speaker 01

  Show them the value you bring.

• 6:57Speaker 02

  And don't be afraid to toot your own horn a little.

• 6:59Speaker 01

  Right, because if you don't, who will?

• 7:01Speaker 02

  Exactly.

• 7:02Speaker 01

  So we've talked about what to do when you get a low-ball offer.

• 7:06Speaker 02

  Right.

• 7:07Speaker 01

  But what about preventing them in the first place?

• 7:10Speaker 02

  Ah, good question.

• 7:11Speaker 01

  Is there anything you can do to avoid getting lowballed in the first place?

• 7:16Speaker 02

  Well, you can't control everything.

• 7:17Speaker 01

  Of course.

• 7:18Speaker 02

  But you can set yourself up for success.

• 7:21Speaker 01

  How?

• 7:21Speaker 02

  By being really clear about your salary expectations from the very beginning.

• 7:25Speaker 01

  So like in the application?

• 7:26Speaker 02

  Even before that.

• 7:27Speaker 01

  Really?

• 7:27Speaker 02

  Yeah, when you're networking.

• 7:29Speaker 01

  Okay.

• 7:29Speaker 02

  When you're talking to recruiters.

• 7:31Speaker 01

  So put it out there?

• 7:32Speaker 02

  Exactly. Let people know what you're worth.

• 7:34Speaker 01

  What if they ask you your salary history?

• 7:37Speaker 02

  That's a tricky one.

• 7:38Speaker 01

  Yeah, a lot of people say not to answer that.

• 7:40Speaker 02

  And for good reason.

• 7:41Speaker 01

  Because it can really limit you.

• 7:43Speaker 02

  Exactly. Your past salary is not necessarily a reflection of your current value.

• 7:48Speaker 01

  Right.

• 7:48Speaker 02

  So you can try to deflect.

• 7:50Speaker 01

  Like how?

• 7:51Speaker 02

  You could say something like, I'm more focused on finding a role that's a good fit.

• 7:56Speaker 01

  Okay.

• 7:56Speaker 02

  And that aligns with my current skills and experience.

• 8:00Speaker 01

  So basically sidestepping the question.

• 8:02Speaker 02

  Exactly. You're not giving them a number.

• 8:04Speaker 01

  But you're also not refusing to answer.

• 8:06Speaker 02

  And hopefully they'll get the hint.

• 8:08Speaker 01

  And focus on your qualifications instead.

• 8:10Speaker 02

  Exactly.

• 8:11Speaker 01

  I love it. This has been such a helpful conversation.

• 8:13Speaker 02

  I'm glad.

• 8:14Speaker 01

  I feel like I have a whole new toolkit for negotiating.

• 8:16Speaker 02

  Remember, it's all about being prepared.

• 8:18Speaker 01

  Knowing your worth?

• 8:19Speaker 02

  And being confident.

• 8:21Speaker 01

  And if all else fails, walk away.

• 8:23Speaker 02

  Exactly. Sometimes that's the most powerful thing you can do.

• 8:27Speaker 01

  Well said.

• 8:27Speaker 02

  Yes.

• 8:29Speaker 01

  On that note, that's a wrap on today's deep dive.

• 8:31Speaker 02

  Until next time.

• 8:32Speaker 01

  Thanks for listening.