Job Interviews: Recruiter Comebacks When You Stick Up for Yourself

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When you're hot on the track of treasure and refuse to budge from your "show me the money" stance ("If this is such a great job opportunity, I need greater money."), experienced recruiters may balk. They, who practically live in the salary negotiation space that you infrequently visit, are famous for classic comebacks. Here are five golden oldies with suggestions for countering their rejoinders.

• Don't make the mistake of overvaluing compensation and undervaluing opportunity. (I appreciate your calling that important point to my attention and I'll bear it in mind.)
• If I succeed in getting the cash compensation increased, the company will probably want me to produce other candidates with more experience. (I hope not. But you have a fiduciary responsibility to your client to produce the best candidate for a fair price — and I'm that person hands down.)
• We're looking at other candidates who don't share the level of expectations you express. Why should we consider raising the bar so high in your case? (I have the same level of performance expectations for the work I produce. I'm sure the other candidates know what they're worth better than I do. Are you looking for an outstanding or a mediocre hire? If it's talent you want, you should choose me because of my proven record in —.)
• Prove your ability. Do a great job and you could get a sizeable raise next year. (I appreciate that and I admire your line of thinking about rewarding performance. provided promises for the future build on a fair market rate going in. I have done a lot of salary research and believe that a starting salary of $___would be attractive to me because my performance with previous employers has been exceptional. Do you think your client could confirm your progressive thinking about a future raise based on a starting salary of $___ and include that promise in the offer letter?)
• If I can get the cash increased, will you sign an iron-clad guarantee to take the position with no further haggling? (Yes, I am very interested in this position, but we need to clarify figures. How much of a cash increase and what benefits are included?)

The lesson: To avoid walking away wishing you had come up with a better answer to recruiter comebacks than you did, plan your responses ahead.

New thinking for new times

Perhaps the hour has come for a rethinking of conventional wisdom extolling job seekers to take the long view. The 21st century rate of company upheavals, mergers, downsizings, and other job-busters may mean that you won't be around long enough to fully benefit from job stretch and growth opportunity.

Whether you choose to take the money and run or to put your faith in blue-sky projections of a rosy future, invest the necessary time learning the ropes of salary negotiation to avoid being snookered on future offers.

A first step toward being shown the money is discovering what the market will pay someone with your qualifications.