I recently called one of our clients to congratulate him on a hire he made. I didn’t call him because he got the candidate he wanted--that WAS a major win--but because of the way he did it. He offered the candidate the compensation he requested, which was within the range we had discussed. He didn’t try to low-ball him.

“So,” you say, “what’s so remarkable about that? Isn’t that obvious, the way every hire should go?”

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