When I worked at XPLANE, we worked very hard at building our corporate culture and this did make negotiations less money-centric.
I think it’s important for managers to remember the best resume isn’t always the best culture fit. It’s important to build your culture and define the type of employees you want to have. If you’re hiring the person who appreciates what you have built, negotiations will be less about money.
The flip side is, don’t hire the best resume, hire the best culture fit with the right skills. I’ve often said, I’ll take a good culture fit even if the candidate requires more training. You need to keep your current employees happy too and that means taking the time to find the best fit from all perspectives.