Found a good example of why I hate hearing this line and why I think it cheapens our profession. I was doing a debrief this morning, discussing salary negotiation and agreeing we like to avoid the car dealer feeling of wondering how much we left on the table. The candidate said he saw a T-Shirt that read  “We cheat the other guy and pass the savings on to you”.  I love laughing out loud…especially when it means something too. That this is often true just does not matter. There is nothing to be gained by pointing it out. Everyone should pretend they work a market like mine…. I have to talk, think and act as though every word I ever say into a phone is being recorded for later use. 5 years from now I’d much rather have someone read this transcruipt back to me. “Well Jack, technically,much of the time, I DO make a few more marginal dollars if you get more in salary, but I ALWAYS approach these situations as though you took this job and have called me a year later asking for people. I want you to know that THEN I’ll be saying what I tell you NOW which is that I just want the right thing to happen and it’s not my job to get you as cheap as I can for the client and it is not my job to squeeze them for another bit of your first merit increase.”