Here at RecruitingHop, we focus a lot on recruiting, especially mobile recruiting. But what happens when your recruitment efforts are successful and you land an ideal candidate? How do you negotiate a deal that’s attractive to the candidate, yet meets the employer’s budget and maximizes your commission? Here are a few negotiation insights that will help you boost results.
The type of passive candidate you want to hire likely already has a pretty good deal at her current workplace: decent salary and benefits, plus the advantage of the current position being a known commodity. Any new job involves some level of risk, and the additional salary or signing bonus typically involved can help compensate the employee for taking that risk. It’s up to the recruiter to negotiate a package that is attractive enough to make the candidate walk away from a known commodity.
Many people aren’t good at negotiation because they see it as an adversarial relationship: I win, you lose. This approach makes people nervous about negotiation and instills the notion that good negotiators are greedy or have other negative characteristics. Contrary to our tendency to view negotiation as adversarial, the goal of a negotiation should be to maximize value. In other words, your goal is to get the best deal for yourself, not the worst deal for your counterpart.
In an employment negotiation, there are clear ways for every party to win. The candidate wins an exciting new opportunity, probably with better salary and benefits; the recruiter wins a commission on the hire; and the employer wins new talent that can help grow the business. A recruiter’s goal in the negotiation, then, should be to create value for the employer and the employee, while also claiming as much of that value as she can for herself.
People typically enter into a negotiation with a “bottom line” in mind: the least that they’ll take, or the most that they’ll offer. In the recruiter’s case, this is the top salary available; in the candidate’s case, it’s the minimum necessary to motivate a job change. Unfortunately, by concentrating too much on the bottom line, people often price themselves out of additional value. By keeping your eye on the sky, or your aspiration in the deal, you can shift the negotiation range such that it’s more favorable to you. In other words, be aware of your bottom line, but be focused on your ideal outcome. This will help you maximize value in negotiations, and claim as much of that value for yourself as possible.