How to negotiate salary with an extremely unprofessional in-house recruiter?

Question

I'm interviewing at a certain programming job. I've passed everything, the people doing the interview say they really like my skills and want me to join the team, everything's looking great, the manager even said directly that he was going to have HR make me an offer, which I've never had anyone actually come out and say as part of the interview process before.

Then I got the call from the in-house recruiter, and everything was completely different. The guy was extremely aggressive and pushy, condescending, and came across more like a used car salesman than a professional recruiter at a software company.

• He repeatedly asked about my current salary, even after I told him flat-out that that has no relevance whatsoever to the current discussion. At one point he started asking several questions about "is it more than X? Is it more than Y?" Because apparently to him "I don't want to answer that" means "please play 20 Questions and try to trick me into answering it"!
• When he asked about salary requirements, I told him I never really know what to say to that question, so I'd go to StackOverflow's salary calculator and look up the fair market value for someone with my qualifications. He immediately dismissed the number I gave him as "too high, probably deal-breaker high", and said he really hopes I'm not too "married to" some figure I pulled off of "some random website." (Pointing out that it's actually the biggest, most trusted programming community in the world just got a dismissive remark.)
• He kept saying things that felt calculated to keep me off balance, like asking what my current job title is after saying that job titles are meaningless, and then telling me about several job titles at the workplace that don't match any of the titles I saw on people's name placards while interviewing there.
• He said straight-up that he's "not trying to lowball you" while giving every appearance of doing exactly that, even to the point of remarking how there are plenty of other developers who would work for a lot less. (As if we were a fungible commodity!)

If I were dating someone who treated me this way, constantly demeaning me and playing mind games, I'd call it an abusive relationship and kick them to the curb. But this is a job, and it's a job I really do want to get. I really like the people I'd actually be working with, and the work they'd have me doing seems interesting and challenging. I just don't want to have to deal with this jerk as a part of it.

Any suggestions on how to handle a situation like this?

Answer 1

Most likely the hiring manager told HR to bring you on board and considered the matter closed. The HR rep then got your information and approached the situation using his standard approach, which is to try and get you on board for as little money as possible.

What I would do is get in touch with the hiring manager and explain the situation. Say that you are very enthusiastic about the job, and would love to come work for him, but that the way in which HR approached you is giving you second thoughts.

Say that you feel like "HR guy" is trying to nickle and dime you, and that you were hoping for a more professional conversation.

If the manager truly wants you on board, he will probably step in and put a stop to the BS.

Answer 2

You have three choices:

1. You stiff-arm him (American football euphemism). You keep refusing to play his game, and simply say these are your salary requirements. You must be prepared to walk away from the job if you take this approach.
2. You cave. You give him the information he asks for. Make no mistake, he IS trying to lowball you, and you will get a lowball offer.
3. You walk away. You send an email to the manager you interviewed with explaining that this recruiter has acted extremely unprofessionally (@njuffa suggests softening this term. Your call.), and while you were (and still are?) very optimistic and excited about working with his team, that this recruiter's behavior has given you doubts about the organization's integrity.

Possible fallout:

1. (Stiff-arm) - The recruiter will not make you an offer. He will probably tell the manager you are being "uncooperative." Best defense: Keep in contact with the manager, and explain that you are still waiting for the offer.
2. (Cave) - You will get an offer, but it will be a low one. If you take it, you will be at a low rate your entire time with the company. If you think you will resent it, later, you should not accept it.
3. (Walk away) - The manager may go over the recruiter's head to get things done properly. Make no mistake, though: That recruiter will be your enemy for the rest of your time at the organization. Not a great way to start off.

My personal choice would be #3, but this is your decision, not the forum's.

Answer 3

Don't do anything. Play the waiting game. The problem will sort itself out.

You have not received the offer yet, so there is nothing for you to do, other than keep looking for other jobs. There is no reason why you should not get more exciting offers, without the meddling recruiters.

You are excited about the job, but is the team equally excited to have you?

If yes, then the manager will pull the necessary strings to get you the offer. He may contact you to find out what is going on, and then you can explain to him that the negotiation process left you "less enthusiastic" about the job (or some such euphemism), followed by an explanation of what you did not appreciate.

If no, then, well, it is obvious. They won't push your case further.

Answer 4

He repeatedly asked about my current salary, even after I told him flat-out that that has no relevance whatsoever to the current discussion.

That was the correct response. An even better response would have been "I look forward to receiving your offer letter; please email it to [email protected] and I'll give it my prompt attention. Have a nice day, goodbye."

When he asked about salary requirements, I told him I never really know what to say to that question, so I'd go to StackOverflow's salary calculator

That was the wrong response. Whoever says a number first is at a disadvantage. Make them say the number first if they want you. The correct response is "I'm sure your offer will be both fair and competitive, and I look forward to reading your offer letter."

I just don't want to have to deal with this jerk as a part of it.

After you get hired, you won't have to. Until then, carry on your negotiations over email, not over the phone. Consider cc'ing the hiring manager, as that is the person who is actually motivated to get you hired and working.

Answer 5

He wants a number. Well give him a number YOU like, regardless of what you make. Then add some 10-15% to have some room for him to negotiate down and think highly of himself. If he had a way of checking your current salary he would've done that already.

Answer 6

It looks for me as it is the tiered hiring process in your potential company.

You've made a technical interview with your potential boss, and you've passed it. But it doesn't mean you're hired. They probably have no authority to give the green light to the hiring process. They probably can only give a red light, it means, they filter out the people who don't match. Now the HR examine the candidates and they decide, if they are willing to fulfill your financial requirements, and, obviously, try to get you for as cheap as possible.

However, what is the most bothering, is that the recruiter is asking about your job title... after the technical interview, you should already get classified, and the whole question should be meaningless.

What should you do? Contact your interviewing manager and ask the questions:

1. What position you've qualified for? Say that the HR guy asking about your job title has made you confused.
2. Ask about the role of the technical interview in the recruitment process. Does being accepted mean you're in, and only financial questions are open? Or it is only a first part of the process.
3. Ask about financial policy. How are salaries calculated? Is there a net wage, and therefore the recruiter must classify you in order to give you an offer, which is probably only 10-20% +/- negotiable, or there are no strict rules and everything is up to negotiations?

If you've never discussed financial issues with that company, it can be so, they are technically good, they are challenging, but they simply pay (too) little for your expectations.

Answer 7

What you made previously has no relationship to what you should make, it's just a way to not pay you what you're worth. In my experience, Stack Exchange salaries are far higher then the average around where I live. Various websites give you average salaries in your country / area of the country. Look a few of them up and come up with what you should make, and give him that number (and justify it). If you feel you should be at 50%, start higher and negotiate down. If you needed special skills, you should be higher than 50%.

He's playing a game to get you in at a smaller salary. That's out of the manager's hands. No need to talk to the manager.

All that said, I hate all this. Just give me a reasonable salary and let me do my work. You may feel the same way. But don't quit a good job because someone in Human Resources is trying to save money.

Answer 8

First, you have to understand what the situation is. Does the recruiter have negotiating authority? That is, if you agree on a number, is the negotiation over, and he'll give you an offer letter on the spot, or is he just seeking a number to pass on to the real decision maker? If it's the latter, give him your initial (high) negotiating position and tell him that's what it is. If he says he can settle, define what number he's asking for: wild dream, minimum you'd ever consider, etc. Try to get a best and final offer, which you'll "consider and discuss with your spouse." Hint that it might be his last chance. (If you're not married, say fiancé.) If you can involve the hiring manager, do so, as the other answers have said. Tell him the salary issue is becoming a stumbling block and might take some time, but you understand that salary is an important issue to them, as well as you (as if you cared about their problems). Try to broadly hint that the recruiter is a jerk (he is) without saying it in so many words. Stay polite but firm with the recruiter.

Answer 9

Honestly, you might want to reconsider whether you want to work for a company that puts someone like this on the front line of hiring. That doesn't speak well for the company as a whole.

That said, as others have noted the only response you should give should be along the lines of, "This is the amount I'm willing to accept, but if you would like to make a counteroffer I'll be willing to consider it."

Answer 10

Send an e-mail to the manager who interviewed you. Tell him that the HR guys has talked to you but you have not yet received the offer that he (the manager) mentioned to you.

If the manager wants you, and out-ranks the HR guy, you'll get an offer.

If an HR guy has more clout than a development manager, then this is probably not a company that you want to work for.

Answer 11

Do you have an agent or recruitment company you work through? If not, get a good agent (Probably too late for this one for this particular job, but going further if you find yourself unable too). I've always used an agent, because I know there are parts of the negotiation I'm pretty bad at, but I'm always able to say "Thankyou for the offer, my agent will be getting in contact to negotiate the contract", and thats an entirely reasonable and professional act. The agent then can draw on their years of experience negotiating salaries, particularly if the fee is tied to that salary.

Plus a good agent will have a network of companies they work with that can be invaluable when hunting leads for new work

Answer 12

He is not actually being unprofessional. Recruiters are just specialized salesmen. My preferred tactic is to take the attitude back to them:

He repeatedly asked about my current salary

Im not positive but I think its somewhere between 100 and 500 an hour. I just spend the money I dont really count it. Give him a number that is highly unreasonable. He knows its not true and will get the point and move on. If he doesnt just increase the number every time he asks... and eventually he will

When he asked about salary requirements

Well what can you offer me? This is one of those times where if he will not give you a number just walk away. If there is no number to give there is no job in the offering anyway. If he has a number then the job is real and you can decide based on that number. Do not be afraid to say that number is too low if it is, and do not drop your number just because the initial offer came in lowball.

He kept saying things that felt calculated to keep me off balance

Never forget that you are the product he is trying to sell. Do not let a fear of loss tactic rattle you. Do not be afraid to walk away from the recruiter. If the recruiter is spending time with you they are interested in you. Walking away or just the threat of it can be enough to tone it down or get a more soft sell recruiter to deal with.