Careers

To Get a Higher Salary, Try Using Hostage Negotiator Tactics


When negotiating a salary, you may want to try tactics used by FBI hostage negotiators.

That is the advice offered by Jim Hopkinson, author of Salary Tutor: Learn the Salary Negotiation Secrets No One Ever Taught You. Writing in the Wall Street Journal (sub. req.), Hopkinson suggests borrowing these hostage negotiator techniques: using minimal encouragement, paraphrasing, mirroring and pausing the conversation.

He offers this example. You are talking to a human resources representative who offers you $75,000. Respond by saying, “I see. So you’re saying that the salary for this position would be $75,000.” Then pause. Sometimes the person who made the salary offer will rush to fill in the silence and offer a higher amount.

Hopkinson also says job seekers can mimic hostage negotiators by:

• Gathering information ahead of time. Make sure you know what kind of salary is merited for your skills.

• Building trust. Listen to the salary proposal, try to understand the position, then offer your own data supporting higher pay.

• Staying calm. Storming into the boss’s office and threatening to quit isn’t a good idea.

Hopkinson offered more tips in a live chat transcribed at the Wall Street Journal’s blog the Juggle.

Previous:
Legal Reform Needed So Pampered Pets of the Well-to-Do Inherit as Planned, Law Profs Say

Next:
2nd Cir. Backs Madoff Trustee: Victims of $20B Swindle May Get Principal Back, But Not Fake Profit


We welcome your comments, but please adhere to our comment policy. Flag comment for moderator.

Commenting is not available in this channel entry.