Tom Sorensen | NPAworldwide

Here's the salary conversation that kills 90% of senior hires: from my 20 years of executive search in Thailand

This conversation is where senior level deals go off the rails because both sides make the same mistakes.

You walk into the final interview. The hiring panel nods. Everyone likes you. The chemistry works. So far, so good.

You can jump straight to the full blog - click here.

Then the salary talk starts, and everything falls apart.

• The candidate says: I'm flexible on compensation.
• The company hears: I'm desperate.
• The candidate thinks: I'm being reasonable.
• The sad news? Both sides just destroyed the deal.

In Thailand, this dance happens every day.

Candidates avoid naming their number to avoid appearing greedy. On the other side of the table, companies push for flexibility because they think it means cheaper.

At the end of the day, everyone loses.

There are six more chapters, each with blunt, honest comments.   Continue reading here.

• The flexible candidate gets lowballed
• When candidates shoot themselves in the foot
• Silly mistakes from hiring companies
• Here's what works for candidates and companies
• This feels uncomfortable in Thai culture
• Executive hiring is a commercial negotiation

When both sides understand the market, respect timelines, and focus on value, deals close smoothly. When they enter unprepared, the deal dies in minutes.