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Don’t Play it Cool.

Most people have the erroneous assumption that in job interviews and negotiations they should “not appear too eager.” “I don’t want to look desperate,” they say.  In some types of negotiations, purchasing a car for instance, “playing it cool” pays off. Showing how much you really want those wheels costs you some negotiating leverage.

In job search however, people hire enthusiasm over cool.

Does it motivate an employer to offer you less if s/he knows that you’re eager to take the job?  It could, but mostly it doesn’t.  An employer knowing that you really want a job can even make them increase the offer in hopes of attracting and retaining such enthusiastic help.

Similarly, knowing an employer is sold on you gives you leverage. It’s important that your attitude is well matched to your natural personality and express it in a way consistent with that personality.

Some people are lovable.  Some people are funny.  Some are quiet as a mouse.  Any type can be “just the right” style for a given Hiring Decision Maker [HDM].  Hiring is a haphazard, prejudiced, imprecise art — certainly not science.  Hardly anyone is actually trained in how to do it.

This means that emotions will play a big part in getting hired and getting paid well.

This short, real life story illustrates the point:
Bret noticed three telltale signs his currency ran high with the HDM.  He spoke as if Bret was already a part of the company; he returned a couple times in the interview to talk about their common alma mater; he said that the combination of graphics and teaching was rare and a great fit.  Bret joined in the “Hallelujah Chorus” sharing how excited he was about the fit, too.  Then he used the “What’s the best you can do?” strategy to capitalize on that personal chemistry and pushed the HDM another $4,800 to the top of his range.

(c)2008, Jack Chapman, “The Salary Coach,” and author of Negotiating Your Salary: How to Make $1000 a Minute.  Used with permission.  For more information about salary negotiations, visit www.SalaryNegotiations.com.