There is a staggering statistic in the professional world: 87% of people who accept low-ball offers do so because they are in a “tough phase,” not because they lack value.
Life happens to everyone. A layoff, a family emergency, a career break, or a startup that didn’t take flight. These are human experiences, yet in the high-stakes world of business, these moments of urgency are often weaponized.
But here is the truth that every leader, and every candidate, needs to internalize: Needing a win doesn’t make you worthless. It makes you human.
1. Skill is an Asset; Situation is a Variable
In Neuro-Linguistic Programming (NLP), we often discuss the difference between a person’s “State” and their “Identity.” Your current situation (unemployed, between roles, or in financial transition) is a temporary State. Your skills, your decade of experience, and your ability to solve complex problems are part of your professional Identity.
If you can deliver ₹10L worth of impact to a company, that capability does not magically shrink to ₹5L just because you have a mortgage to pay or a family to support. Skills don’t evaporate because your circumstances changed.
2. The High Cost of “Cheap” Talent
Companies that negotiate based on someone’s desperation rather than their delivery aren’t being “frugal”, they are being short-sighted. This isn’t smart business; it is exploiting vulnerability.
When a leader hires for convenience over competence, they create a foundation of resentment. A candidate who knows they are being underpaid will never give you their “Discretionary Effort.” They are simply waiting for the first opportunity to leave for a firm that recognizes their true market value. Real leaders understand that you pay for the Impact, not the Urgency.
3. The Reversal of Roles: The Long Game
The professional world is smaller than you think. In the world of high-level networking, roles eventually reverse.
The candidate you underpaid today might be the hiring manager at your dream company five years from now. They might be the founder of the startup you want to partner with.
Respect costs nothing, but fairness builds a reputation that acts as currency. When you lead with integrity, you aren’t just filling a seat; you are building an ecosystem of loyalty. Integrity compounds much faster than the few thousand dollars a company “saves” by low-balling a talented person in a crisis.
4. Reclaiming Your Narrative
If you are the one in the “tough phase” right now, you must guard your mindset fiercely. Do not let a temporary dip in your bank account dictate your permanent sense of value.
- Audit your impact: Remind yourself of the problems you have solved and the revenue you have generated.
- Negotiate from Skill: When they bring up your “gap” or your “situation,” pivot the conversation back to the ROI you provide.
- Remember the 1%: High-performers don’t lower their standards because the room is cold; they bring the heat until the room warms up.
Fairness isn’t just a moral choice; it’s a strategic one. Whether you are the one hiring or the one being hired, remember: Pay for the value, not the desperation.
Ready to reclaim your professional authority?
If you are navigating a transition and struggling to decouple your self-worth from your current circumstances, let’s realign your mindset. High-performance coaching is about more than just “getting a job”, it’s about owning your value in any room