Yesterday, I met with another law firm, a former employer of mine. I managed to sell myself pretty well I think, especially since they know me from before. It was not until the last minutes that we started to discuss the salary issue. I must say I was kind of surprised: They said that they have a fixed system that applies to everyone, no exceptions allowed. This means that I would enter on the exact same salary that I have from my present employer. And – the salary will be fixed there until I become a partner, if I become a partner.
The continued discussion here will be very interesting. This is a tricky situation when negotiating the salary. Are they bluffing or not? Can it really be true that they have no flexibility at all, depending on for example the estimated revenues I can generate for the law firm? I was not ready to raise this question yet, but will come back to it next time we meet. This is a typical situation where I, when negotiating the salary, must focus hard on the employer’s interest. What can their interest be in applying a fixed salary system for everyone? How can I appeal to their interest in order to make them alter their position here?
The answer to the last question is quite obvious. I will simply say: “Let’s forget about me for a while. There is one thing I must understand: How do you think that you will be able to recruit quite senior and experienced lawyers as myself if the only thing you can offer is a fixed salary until a time when you might be accepted as a partner, something that you never can take for granted that you will be? Don’t you think that such a standpoint will mean that these lawyers – many of which will definitely generate a lot of revenue for the firm – will go to competing law firms? Before I consider your offer, I feel I must understand this.”
I must, in short, appeal to their self interest. The trick is, however, to make the explain themselves. This is important to know for anyone about to negotiate the salary. Many people don’t like to be forced to explain things that really cannot be explained. They might refer to “company policy” or something similar, but then I can replicate that I need to understand the company policy.
The story continues…
