The Art of Negotiation

By Laurie Gentile

I despise furniture shopping because the minute I walk into the store the sales rep makes a bee line for me like a cat ready to pounce on his prey.  I was looking for a new kitchen table and chairs and after doing some research, I knew what I wanted and more importantly I knew what I wanted to pay.  So, I was prepared when the sales rep approached me.  I used the standard shopping term we all use when we can’t think of anything else, “I’m just looking”, I said.

After walking through the store and looking at some different kitchen sets, I decided to approach the sales person and, just lay it all on the line.  I told the salesman I had found what I wanted; and not being one to beat around the bush, I confidently told him what I wanted to pay.  He immediately shook his head and replied “I can’t do that,”….. on my end only silence.  He countered……… and again,……..silence.   Finally, feeling defeated he said “Okay, this is the best I can do” and lowered the price one last time.  “Deal”, I said.  We shook hands and a few minutes later I was the proud owner of new kitchen furniture.  At that moment I realized all my years as a recruiter and my experience with “the art of negotiation” had paid off!

You may be wondering what furniture has to do with recruiting – we negotiate much more than we realize in our everyday life.  Yes, I will admit it; I often negotiate with my kids.  I will read one more book if you go to bed NOW!

Many people shudder at the very idea of negotiating anything especially when it comes to salary.  It is one of those uncomfortable conversations for most candidates and quite frankly for recruiters as well.   Why is that?  Why do we shy away from discussing what is one of the most important pieces in the hiring process?  The answer is that it is a complicated process for both job seekers and recruiters and both need further coaching.  There are many different negotiating techniques and tips to make you feel more at ease through this circuitous process.  Here are some that you can apply:

Tip #1 – Arm yourself with information

Recruiter:  Know the market value for your position and what the competition is offering.  Review the candidate’s salary history – sometimes you will notice a big discrepancy from their current salary vs. their desired salary for the new position.  If 100 people applied for the position, let the candidate know how special they are that they were selected for the position.  It will allow them to focus more on the opportunity and move them away from focusing on salary.

Candidate: Be prepared and conduct salary research for your profession based on the geographic area.  Use this information along with your previous salary history to determine a fair salary request.  Find out how long the position has been open as this may put you in a much better position to negotiate.

Tip #2 – Level of Commitment

Recruiter – Does the candidate show genuine excitement and enthusiasm for the position?  Why are they interested in the position and the organization?  Being able to highlight all the selling points aside from compensation can have a huge impact on a candidate.  Have your finger on the pulse with this and they may even be willing to take a pay cut to accept the position!

Candidate – Talk about why the employer needs you and what you can offer.  Talk as if you are a part of the team already in a creative and professional way, and more importantly what type of contributions you will make.  This will help the recruiter push for a higher salary for you.

Tip # 3 – Turn the tables

Recruiter – Candidates ask all the time about the salary and what the range may be.  I never give out a salary range because the candidate will only hear the top amount of the range.  Instead, I turn the tables and ask them what they are looking for or what range they want to be in and then tell them whether they are in my range or not.

Candidate – Upon receiving the offer, repeat the salary and then remain silent.  And instead of going home with a new kitchen set it may be a great job at the salary you’ve always wanted.


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The Art of Negotiation

I despise furniture shopping because the minute I walk into the store the sales rep makes a bee line for me like a cat ready to pounce on his prey.  I was looking for a new kitchen table and chairs and after doing some research, I knew what I wanted and more importantly I knew what I wanted to pay.  So, I was prepared when the sales rep approached me.  I used the standard shopping term we all use when we can’t think of anything else, “I’m just looking”, I said.

After walking through the store and looking at some different kitchen sets, I decided to approach the sales person and, just lay it all on the line.  I told the salesman I had found what I wanted; and not being one to beat around the bush, I confidently told him what I wanted to pay.  He immediately shook his head and replied “I can’t do that,”….. on my end only silence.  He countered……… and again,……..silence.   Finally, feeling defeated he said “Okay, this is the best I can do” and lowered the price one last time.  “Deal”, I said.  We shook hands and a few minutes later I was the proud owner of new kitchen furniture.  At that moment I realized all my years as a recruiter and my experience with “the art of negotiation” had paid off!

You may be wondering what furniture has to do with recruiting – we negotiate much more than we realize in our everyday life.  Yes, I will admit it; I often negotiate with my kids.  I will read one more book if you go to bed NOW!

Many people shudder at the very idea of negotiating anything especially when it comes to salary.  It is one of those uncomfortable conversations for most candidates and quite frankly for recruiters as well.   Why is that?  Why do we shy away from discussing what is one of the most important pieces in the hiring process?  The answer is that it is a complicated process for both job seekers and recruiters and both need further coaching.  There are many different negotiating techniques and tips to make you feel more at ease through this circuitous process.  Here are some that you can apply:

Tip #1 – Arm yourself with information

Recruiter:  Know the market value for your position and what the competition is offering.  Review the candidate’s salary history – sometimes you will notice a big discrepancy from their current salary vs. their desired salary for the new position.  If 100 people applied for the position, let the candidate know how special they are that they were selected for the position.  It will allow them to focus more on the opportunity and move them away from focusing on salary.

Candidate: Be prepared and conduct salary research for your profession based on the geographic area.  Use this information along with your previous salary history to determine a fair salary request.  Find out how long the position has been open as this may put you in a much better position to negotiate.

Tip #2 – Level of Commitment

Recruiter – Does the candidate show genuine excitement and enthusiasm for the position?  Why are they interested in the position and the organization?  Being able to highlight all the selling points aside from compensation can have a huge impact on a candidate.  Have your finger on the pulse with this and they may even be willing to take a pay cut to accept the position!

Candidate – Talk about why the employer needs you and what you can offer.  Talk as if you are a part of the team already in a creative and professional way, and more importantly what type of contributions you will make.  This will help the recruiter push for a higher salary for you.

Tip # 3 – Turn the tables

Recruiter – Candidates ask all the time about the salary and what the range may be.  I never give out a salary range because the candidate will only hear the top amount of the range.  Instead, I turn the tables and ask them what they are looking for or what range they want to be in and then tell them whether they are in my range or not.

Candidate – Upon receiving the offer, repeat the salary and then remain silent.  And instead of going home with a new kitchen set it may be a great job at the salary you’ve always wanted.


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