Why setting a negotiating target can cost you money
Be careful what you aim for
“Don’t hit the tree, don’t hit the tree, don’t hit the tree…”
You know what happens next.
When I was learning to snowboard I quickly realised that telling myself not to hit a tree usually meant I hit a tree.
It turns out the trick is to focus on what you want (in this case, taking a clean line down the mountain) rather than focusing on your fears (hitting that tree).
The rule applies just as well when you’re pricing your recruitment services.
When you set yourself a minimum price, you’ll find that more often than not you end up hitting that price. This is obviously a problem, because it means you’re leaving money on the table so you’ll find it a lot harder to reach your revenue targets. In other words, you’ll have to do MORE for LESS.
The trick is to focus on what you want, which in the world of negotiation means planning your route to an outcome that both you and your client are happy to agree on.
The interesting thing is that clients are often happier when you don’t drop straight to your minimum price, and justify any discounts, because they can see that you are confident in your value.
The net result is they’re more confident in your value… and the more they value you, the more they treat you as a trusted partner rather than a servant.
So if you’d like some help with planning your negotiations, simply reply to this email, and we’ll talk.
Jon
P.S. A win-win negotiation sets you up in the best possible way with a new client.
They get to see how confident you are at what you do. And they experience first-hand how you’ll negotiate with candidates on their behalf.
So if you’d like some help with planning your negotiations, simply reply to this email, and we’ll talk.