Let’s delve into recruiter types:

The intimidator will prey on your emotions. They make it seem like it’s your fault that the contract fell through. They focus less on your goal but rather make demands and make you feel like you’re insulting them by asking for more than what they’re offering. They play mind games such as threatening to call off the whole negotiation or bring in upper management into the game. These are bluffs meant to throw you off balance. If they’re loud and overly confident, I would walk away. Remember, you are more valuable than they are. After all, you spent thousands of miserable hours in college mastering your skill. I deal with these ruthless recruiters by remaining calm and focused on my deal. Keep your voice even. Don’t show emotions, get to your agreement. Do not shout or use vile language. Focus the interview back to the terms and offer a few non critical concessions. Call their bluff, and he will come back to you if you’re firm with your position. They always come back. When it gets too uncomfortable, take a time out, evaluate your tactics and this will let them know you’re not intimidated into taking a bad deal. Remind them that this could be done much quicker if you both treat each other with respect and focus the issue to your requests rather than going on in circles.

The flatter will also pry on your emotions. They will compliment you to boost your ego, and hopefully lure you into a contract that benefits them. When they start telling you they know they can’t pull one over on you or they’re giving it straight to you, the idea is to trust them and think they have your best interest at heart. Always remember that you DO NOT KNOW THIS PERSON, it’s just business. Their speech is overly friendly and it is difficult to stay on track of the negotiation. They are non confrontational therefore you feel safe; remember, they want you to take the least sound contract. Some of my friends tell me “but she’s so nice over the phone”. I tell them “do you know them? You’re just weak at negotiating what YOU ARE WORTH”.Redirect the focus back to the negotiation and ask open ended questions. This will force them to go back to the negotiation. Change your tone, have an emotionless response to the flattery. Do not return the flattery. If you do, you will never detangle yourself from their web of lies and you’ll feel guilty if you do not accept the offer as is. Have a friend (like myself) do part of the negotiation for you. This brings back the discussion into your favor.

The seducer will tell you everything you want to hear. I have encountered this kind, and I have never taken a contract with them. They will over inflate the offer, and after you send your resume, they come back and tell you the client will not pay that; now you’re stuck with this loser for a year depending on non-compete, and you might lose out on a very good deal because you went for the wrong person. You can always ask for another recruiter before being presented anywhere. This person will come back and tell you that you did not read the fine print. They have excuses like the paperwork being in process or they’re waiting to hear back. They waste your time until you have no choice but take what’s available because you do not have time left for your next assignment.Before it gets to this point, don’t acknowledge the seduction. From the beginning, do not accept this seduction! Look over the terms and do not sign anything. I take about 2 -5 days to look over my contract before signing it. If it is written in legal terms I do not agree, I ask my attorney (you should keep one on retainer) or I ask the recruiter to take off these words and write them in plain english. If I don’t like certain things on the contract, I ask them to remove those clauses or there is no deal. I walk away with no guilt. I’m not slaving for anyone and getting taken advantage over! If you continue with this person, make sure you write everything down and ask plenty of questions. If you have your facts down, usually this neutralizes this person.
The complainer is an insecure recruiter (or pretends to be) and wants to be heard and understood. They make you feel bad about your requests. They tell you that everyone is getting what they’re offering. This is a lie. Anything can be changed. Unless you know it’s a big locums group and your friends tell you how much they’re getting paid and you’re sure of it, then you know what you’re getting is true. These people tell you they will get fired if they give you more money. Statements such as “how can you and you have no idea” should make you skeptical and counter the lie. When you’re patient enough, you wear them down. Do not give away anything, but acknowledge that you understand their position, and they should do the same for you. Paraphrase their key points to show them you understand their position, reminding them about your position as well.

The arguer loves conflict because that is his comfort zone. They debate your requests by getting loud, or nit pick on them. The hope to stall the progress and push you out of time. Remind them that you’re on a schedule and that it’s important to stick to your time frame. Only react to important “arguments”. Ask them to explain the main concern without getting too loud. Their arguments are a form of distraction. Remind yourself that your goal is to win the contract; steer clear of arguments. Take time out and inform the recruiter things seem to be out of hand or not working at all. Tell them that you’ll be forced to leave the negotiation. Don’t feed the fire, walk away. They will always come back.

The BSer lies constantly. They stretch the truth. Too good to be true. They use these words “best, most, least, cheapest”. Call them out on their BS. Ask them to support their claims. Don’t bash them, but simply state this as a matter of fact. For me, I never get caught in the feelings of trying to understand their ego or what have you, I simply want to get the negotiation out of the way and get moving to the next one because this sounds exhausting. I even let them know they’re not the recruiter for me. If you swallow their nonsense, you will never come out of it. It is just a ploy. In the beginning of the call, tell them you’re not into lies. I control the discussion right after the word hello. I don’t want to know any of their personal nonsense. Be honest. Don’t try to argue; you will lose.
The logical thinker linger on issues too long. They include discussions that should be done when the deal has been made. They are very detailed. They don’t play mind games. They keep you side tricked by asking for every detail of your requests. Be sure to satisfy their requests and you will win. Their questions might appear silly, this is true for you, but for them, they need answers. Do not feel belittled, go along with it and give your rationale. Play their game and catch them off guard. Ask a lot of questions as well. Two can play that game. They will have answers ready for you, I guarantee it. It’s your lack of preparedness that will cost you a great deal. Take a timeout if you feel overwhelmed and go back with more detailed questions for yourself. There is no rush, just go along with it and you will win, even though it is exhausting. This is my favorite recruiter.

PROJECTS

A project is anything that you’re working on, whether it is a job or actual manual labor to construct something. We spend a lot of time on a project because this is the place we are most comfortable. We face challenges and we are always almost consumed with the project. For our purpose here, we will revisit our job as a project. You must ascertain why you’re doing or are in this job. We are going to discuss who you should be talking to when negotiating your deals.

More often than not, our main recruiter retires or we cut ties with them because they are not representing our interest to the best of their ability any more.

You should steer clear of friends who are starting their new agencies because they will not give you the market value for your services. I’ve had some recruiter friends call me for a gig that is 50$ less than the minimum market set wages, just because she’s prying on our friendship to help them out. I’d rather move states than take these silly gigs. You’re making someone richer at your expense. I would not do that.

Remember to go back to recruiter types and figure recruiting type. My philosophy is to keep one recruiter that works for you unless you have to let them go because they’ve lost their niche. Look for your good friends and inquire about their recruiters and if they take good care of them. Keep them until they fuck up then you move on. My direct line is “you are not the recruiter for me”. I don’t even argue. Or I just email them and tell them they are not paying attention to my needs or even taking notes on our discussions. Don’t be afraid. You worked this hard to get where you are. I WOULD NEVER LET SOME RECRUITER MAKE ME FEEL SMALL OR QUESTION MY WORTH. I worked really hard to get where I am.