I'm on the record as saying that HR pros need to be better negotiators. And effective negotiation comes with some common features, deployed as situations warrant, including the following:
-Walking away and hoping they stop you
-Coming back after walking away with a Colombo move one day later
-Getting your number out first
-Knowing when the next person to speak loses
The biggest skill HR pros who know how to negotiate have is knowing which skill to use when. But knowing what techniques are available is important as well, so I'm going to use this post to add a technique to your game.
I call it the "I'm not going to tolerate a lot of negotiation" framing of a an offer.
Deploying this technique, which I'll call the "don't try to counter me" strategy, is pretty simple.
You make an offer. Hopefully that offer is fair and you have something that the other person wants, like employment. So you make an offer of employment and tell the candidate that you're leading with your best offer, and that you're "not really looking to negotiate".
It's part bluster and part hardball. You're telling the candidate the offer is fair and there's a risk that you might walk away and say no to any counter, effectively ending the negotiation.
Will you negotiate? Maybe. Maybe not. Only the shadow knows.
The interesting part about this technique is that if the role in question requires negotiation, you actually should want the person receiving the offer to counter you. You still might be aggravated by that, but maybe you shouldn't hire someone who fades away and says, "thank you for the strong offer, Ma'am."
How's the Groucho Marx quote go? "I wouldn't belong to a club that would have me as a member."
Well, Groucho, I wouldn't want to hire you if you would accept this offer.