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Salary negotiation can be the trickiest part of the staffing process. You want to make an offer that will win over the candidate but not one that will break the bank. So how do you walk this tightrope without killing the deal? By applying the following six principles used by seasoned recruitment professionals, you can woo your physician candidate while building trust and mutual respect for your future working relationship: Let the candidate speak first. Silence is golden. Listen more than you speak when talking to a physician you’re considering hiring. In negotiations, the rule of thumb is the person who speaks first is often the person who loses.