No candidate should ever trust a recruiter.
Your goal is not to get her what she wants. It's to make a placement. Those two goals do not totally coincide.
So when he's telling you what his low number is, he has to know that you're feeding this info to the client - who is paying you.
Sandy has an interesting approach to this problem. She says, "You might be able to get him for the low number but if you really want him, you have to shoot high."
Not all recruiters are like Sandy. And even if they are, may clients will start at the low number and work their way up if they have to.
Steven Levitt in Freakonomics showed that real estate agents urge their clients to accept lower offers than they would themselves because they want to close the deal.
They might not admit it but when their own homes are on the market they leave them there longer.
Animal - it is very sad to think you feel YOU shouldn't be trusted. I'm quite certain most of the candidates AND clients that work with me do trust me. Not that trust has that much to do with it. I mean - no real decisions are left solely in our hands requiring complete trust for us to call the right shots.
My goal is not to get the candidate what she wants? My goal is to make a placement...?
If you see our job as "making placements without regard to what the candidate wants"........just how in the world do you do that? Force of will? Run them ragged until they finally agree to take the offer? Badger them into doing the "wrong" thing?
Being afraid of the answer is a critical stumbling point for many in our business. Even though I have never done full cycle recruiting (only the front end piece of phone sourcing) I have some experience with this phenomenon. As a newbie phone sourcer, I found that asking one too many questions sometimes did one of two things: