second-mover negotiation

September 13, 2009 at 3:06 pm | Posted in Professional Development | Leave a comment

Got a resume from a friend’s husband the other day.  He’s been in sales for over 20 years, but in only one industry (not technology).  Right on the cover letter of his resume he had published some numbers around salary expectations.  Something to the effect of “I’ve worked for as little as $X in the past, and have made as much as $Y in good years” but “X” and “Y” were actual salary amounts.  I thought this was really odd and not a particularly good idea.   When I asked him about it, he said he put it there because many had asked him for that information in the past.  Wow.

What really surprised me is that this is a seasoned sales professional.  It reminded me that negotiations are so uncomfortable for the vast majority of the people out there.  Yet, it’s something we do nearly every day of our lives in some form or fashion.  I was left with two takeaways from helping him with his resume.  (1) Ask.  Many people will grant your request even if you think they won’t.  (2) Negotiation skills are invaluable.

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