"Negotiation Tactics"

What works. What backfires.

What works. What backfires. That’s the short version. Here’s the longer one – the version that might actually help you.

If money, offers or counter-offers are part of your decision, Salary Negotiation Coaching can help you handle the conversation professionally.

The Reality Check

Most people approach negotiation tactics the wrong way. They focus on what they think should matter rather than what actually does. They prepare for the interview they want, not the interview they’re going to get.

I’ve sat in hundreds of debrief sessions with hiring managers. The reasons they reject candidates often have little to do with qualifications. It’s the small things. The vague answer. The lack of questions. The moment of arrogance they can’t unsee.

This isn’t fair. But it’s real. And real is what we have to work with.

What I’ve Seen Work

The candidates who consistently succeed do things differently. They research beyond the company website. They prepare questions that show genuine thinking, not just curiosity. They follow up in ways that add value rather than just asking for updates.

More importantly, they treat every interaction as a two-way evaluation. They’re not just trying to impress; they’re trying to understand. Is this the right role? The right manager? The right time? These questions matter as much as ‘will they hire me?’

This mindset shift changes everything. It reduces nervousness because you’re not just being judged – you’re also judging. It improves your questions because you actually want to know the answers. It makes you more attractive as a candidate because confidence and curiosity are magnetic.

The Mistakes I Keep Seeing

Talking too much. Preparing generic answers. Failing to research the interviewer, not just the company. Not having a clear narrative about your career moves. Asking questions that Google could answer. Sending follow-ups that just say ‘checking in’ without adding anything new.

Each of these seems minor in isolation. Together, they paint a picture of someone who’s not quite serious, not quite prepared, not quite right. And in a competitive market, ‘not quite’ is the same as ‘no.’

The frustrating part is how fixable these mistakes are. They don’t require more experience or better credentials. They just require more effort and awareness. Most candidates have enough of both – they just don’t apply them.

What To Do About It

Start by being honest with yourself about where you’re falling short. Not where you think you might be weak, but where you actually are. Ask people who’ll tell you the truth. Review your recent interviews with brutal honesty. Look at patterns, not just individual results.

Then fix one thing at a time. The biggest improvement usually comes from addressing your most obvious weakness, not from polishing your strengths. Nobody gets hired for being perfect; they get hired for being good enough without any disqualifying flaws.

The job market rewards the prepared. It punishes the complacent. Which one are you going to be?

Need personalised help with this?

I have spent 15 years on the hiring side of the table. I have interviewed thousands of candidates and seen exactly what works and what does not. Book a session and I will give you direct, honest advice based on your specific situation.