By Jeff Altman, Big Game Hunter
“Trying to be someone else is wasting yourself.”
——Marilyn Monroe
I speak to various online groups in the United States and Canada. On Wednesday, I presented a new topic to the Morris County PSG – Onlyness. If you’ve been following me, you know that I’ve been driving home from work for a few months now. It’s based on my book Onlyness: A No-Bullshit Handbook for the Age of Artificial Intelligence. The Kindle or PDF version and the audiobook are approximately 90 pages. It’s interesting to see the lights go on because this is a topic that goes beyond the material talk candidates typically hear. If you would like me to present this to your group, please contact me.
The Uniqueness Premium: Negotiating Executive Salary Beyond Market Levels
By Jeff Altman, Big Game Hunter
In a standard executive search, salary negotiations are often a “median” contest. Recruiters use benchmark data to tell you how much a position is worth, and most people strive for 5 to 10 percent more than that number. But for professionals or leaders who position themselves by: uniquenessthe market interest rate is only a lower limit, not an upper limit.
If you successfully convince a board of directors or hiring manager, you are not only the “best” candidate (I hate that word); only A person with the ability to solve his or her particular strategic crisis has effectively exited the commodity labor market. Here’s how to use this leverage to negotiate a premium that reflects your unique influence.
1. Reject the benchmark trap
When a recruiter says, “The market price for this position is X,” they are trying to turn you into a fungible unit of labor. Your response must immediately turn to the concrete value of your uniqueness.
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Refactoring: “I understand standard general market data [Job Title]. However, we have discussed a very non-standard set of challenges in our past few conversations, in particular [Pain Point A] and [Pain Point B]. My ability to solve these problems through my unique background [Your Onlyness] It’s not a marketable skill; it’s a strategic investment. “
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logic: You are changing the conversation from cost (The price they pay for a head) value (what they gain from the solution).
2. The focus of negotiation is “value created” rather than “time served”
Traditional candidates negotiate based on their previous salary or years of experience. Uniqueness-driven negotiations focus on delta– There is a clear difference between the current trajectory of the company and the trajectory they will take if you take over.
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Tactics: Use a “results-based bonus” or “performance equity” model.
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script: “Let’s not just focus on base salary, but look at the $20 million in operating efficiencies we identified in the interview. I’m looking for a compensation structure that has a significant impact on successfully achieving that outcome. If I were providing the ‘only’ solution to this problem, I would want compensation to reflect a percentage of the value captured.”
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result: This shows they have a lot of confidence in your unique approach and makes it difficult for them to say no because they will only pay the premium if you deliver results.
3. Take advantage of “vacancy costs”
When a company is looking for a unique leader, they are often in a state of emergency. Every day this role is unfilled costs them money, market share, or cultural stability.
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This move: Subtly remind them of the cost of starting over.
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frame: “I know the board wants stability [Project X] to the end of the season. Although we disagreed on the numbers, I was the only one who was able to step in on day one without a six-month learning curve. If we can close that gap today, we can stop the current bleeding immediately. “
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Insight: You emphasize that “discounted” candidates will actually cost you more time and training than your high salary.
4. Expansion of “non-monetary” uniqueness
Sometimes the budget for base salary is really limited. In this case, use your exclusivity to negotiate structural power and lifestyle assets that traditional new hires wouldn’t even think of asking for.
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Customized governance: If your only goal is speed, negotiate a direct reporting line to the CEO or board of directors to bypass mid-level bureaucracy.
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Intellectual Property/Side Business: Negotiate for the right to continue serving on specific board seats or outside projects to inspire your unique perspective.
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logic: If they want your uniqueness, they have to protect the environment that created it.
bottom line
Negotiation is the ultimate test of whether you truly believe in your uniqueness. If you give up and accept the “standard” offer, you are admitting that you are a standard “applicant” (another word I hate).
Firmly believe in the value of something only you can do. Premium is not an ego play. This is the market’s way of validating that a class of leaders is more valuable than a roomful of “qualified” applicants.
Ⓒ Big Game Hunters, Asheville, NC 2026
Last week I posted more new content including:
Can I remove an employer from my resume? #shorts
Excerpt: Someone left their business to join a large company, wanted to leave it, and wondered if they could bury the large company in their resume.
Related:
Doesn’t work work?
Excerpt: Rather than talking to your spouse or partner, schedule a time with a career expert to guide you through your transition without losing your sanity or dignity. Related:
Excerpt from 15 Realistic Career Resolutions to Stick with in March and Why They Work: Most career resolutions fail because they are too ambitious or static. Learn how to set manageable monthly goals that will really move your career forward.
Related:
The first 30 seconds of the interview (updated/reposted)
Excerpt: First impressions matter. Jeff breaks down what happens in the first 30 seconds of an interview and how to make sure you start off on the right foot. Related:
Job opportunities on the rise through 2026, according to LinkedIn (updated/republished)
Excerpt: New data from LinkedIn shows a huge shift in the most popular jobs. Understand where the market is headed and stay ahead of the curve. Related:
Would you interview a well-dressed person without an appointment? #shorts Excerpt: If a job candidate walked into your company dressed nicely and with a resume in hand, would anyone meet him or her right there? Jeff discusses the reality of modern “walk-in” networking. Related:
Excerpt from the first 30 seconds of the interview (updated/retweeted): Robert Herjavec discusses how to stand out on Shark Tank; Jeff takes these principles and applies them to the job search world to help you succeed from the start. Related:
Employment on the rise through 2026, according to LinkedIn report (updated/republished) Excerpt: Stay ahead of the curve by understanding where the market is headed. New data from LinkedIn shows that the most popular jobs will change dramatically in the coming year. Related:
Setting Social Goals #shorts (updated/reposted) Excerpt: Social without goals is just social. Jeff explains how to set specific, measurable networking goals to ensure your efforts lead to actual job opportunities. Related:
The Old School Cover Letter Is Dead (Updated/Reposted) Excerpt: If you’re still using the standard cover letter, you’re wasting your time. Learn what replaces the traditional letter and how to grab a recruiter’s attention in seconds. Related:
Developing Your LinkedIn Mission Statement Excerpt: EP 3116 Most people miss the LinkedIn opportunity. Related:
Be Careful Excerpt: Jeff Altman, Big Game Hunter explains why you must be careful when a recruiter’s client contacts you directly or when you try to bypass the recruiter. You need to consider the professional risks to your reputation and candidacy. Related:
Flip your job search excerpt: Most people start their job search with a need position. Jeff discusses how to “flip” the script into a position of value, thereby changing the power dynamic between you and your employer. Related:
An excerpt from reality when applying for a job: Finding a job is often a series of “no’s” with a “yes” in the middle. This article delves into the mental toughness needed to cope with the current market realities without burning out. Related:
How to sell your story (not your skills) in a job interview Excerpt: Skills are a commodity; your story is unique. Jeff explains how to stop reciting your resume and start telling a narrative that creates an emotional connection with recruiting managers. Related:
How to Become More Disciplined – 8 Ways to Overcome Laziness and Procrastination Excerpt: Job hunting requires more discipline than the job itself. Jeff shares 8 actionable strategies to overcome procrastination and maintain a consistent daily routine. Related:
Title: Recruitment mistakes #shorts Excerpts: Pooja Agnihotri gives an accurate view on recruitment. URL:
Title: There is a better place to apply to a job than a job board #shorts Excerpt: There is a better place to apply to a job than a job board. Let me explain where it is and why you should do it. URL:
Title: Featured excerpts from recent YouTube job videos: Big Game Hunter Jeff Altman shares a selection of his recent job videos to help you land your next role faster. URL:
Title: Build your referral community
Excerpt: EP 3117 You have to distinguish between your “network” (everyone you’ve ever met) and your “community” (the subset of people who share your interests and will actually step in to help you succeed).
The Second Best Place to Build a Personal Brand Excerpt: We all know the best place to build a personal brand online, but what is the second best place? It takes less time than other methods and is easy and fun. Related:
The “only” factor: Bypassing ATS through strategic differences Excerpt: Stop trying to be “the best” and start being “the only”. Jeff explains how to clearly identify your unique value proposition in order to bypass automated filters and speak directly to human decision-makers. Related:
Do this and you’ll be 5x more likely to get hired Excerpt: Most job seekers follow the same tired pattern. Jeff reveals one specific strategic shift in your application process that statistically increases your odds of being hired by 500%. Related:
Outreach Benefits: Cutting through Noise with Uniqueness Excerpt: Cold outreach often fails because it looks like spam. Learn how to leverage your uniqueness to craft messages that recruiting managers actually want to read and respond to. Related:
Excerpt from the last interview with the CEO: When you go to meet with the CEO, the question changes from “Can you do this job?” Related:
People hire me to provide no-BS job search guidance Because I make finding a job so much easier. I don’t write a resume. I leave that to the experts in this area. I’m a guy who’s literally helped thousands of people Find a job.
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Jeff Altman, MSW, CCTC
People around the world hire me to provide no-nonsense job coaching, career guidance, and career advice because I make the job search easier | I help executives log in when others can’t
