My most memorable salary negotiation

"That's not enough. Are you a dud or something?"

This is what a CEO once told me after calling me to an impromptu coffee and asking this 20 something kid who was contracting to him, how much I wanted to be paid if I went permanent.

In my defense, I had zero warning this was going to happen, a light grasp on what this company paid for people. I was (semi) confident in the number I'd suggested. It was OK for me from a self budget point of view and all was good. I liked the place was happy to work there permanently, was actually excited at the idea. So the squirmish tummy that started when I offered up my number to be greeted with silence. A "hmmmmm" made the aforementioned tummy start doing flips and well things started to feel like they were heading south from the tummy when the CEO just casually picked up his phone and dialled one of the other Directors of the business. This is what I heard from his ensuing chat.

"Yeah I've got Dan here. I just asked him how I'd need to pay him if we made him permanent. Guess what he said? (pretty sure I said) $70k (yes this was early 2000s). Yeah Seven zero. Can you believe that? Me either. Sure. So what do you think? Agreed. Yep. Call you later on."

Hangs up... Looks me dead in the eye. Sips coffee casually.

"So, young Dan. Are you sticking with that number?"

The liquid tummy must have solidified a bit by then for some reason.

"Sure am. I know I'm worth it"

More staring, eyebrow raising and coffee sipping. I was too scared to say anything else, so I sat there awkwardly.

Then those famous words were heard.

"Well, it's not enough. What's wrong with you are you a dud?"

He was playing with me now.

I suggested another $10k, which he agreed to immediately. Then asked the same question. Now I thought I was leaving too much on the table. But then I did something which I think solidified my career there for the next almost decade. I said "No. I'm happy with that. Let's just see what value I bring in the next 6 months, and if you're happy, can we talk again?"

I was the first hired in this position as a full time Recruiter, and thus an overhead from the business perspective. I didn't think I wanted that pressure of a huge salary on my back.

This was going to be a post about salary negotiation. But here's the thing. There is no ONE way to do such a thing. It isn't the negotiation where the person who talks first loses. You can get a win / win or even a successful lose/lose (where both parties accept but are a little unhappy at the result). As long as the end result can work for both parties then it's a win.

Sure this was a case of someone with seniority playing with a junior for his own amusement I assume. But it's a lesson, that 20 years on I still remember. Was I cheap? maybe, but was I sure I'd add the value? Definitely. I had a great time at that place for quite a while and built the career I have now on the back of it. Sometimes leaving a bit for later is worthwhile. Worthwhile for a "when I was a boy story" if nothing else.

As a side note, the CEO insitgated the conversation 6 months later to look after me with no nudging from me. He had his quirks, but some great points as well.