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Negotiating salaries in recruitment

As a recruiter you probably became familiar with the art of negotiation many moons ago. After all, what is recruitment but a delicate dance and subtle games between two people, and the salary is always the final act. It’s an incredibly important part of your job so being good at it is imperative.

Posted 11/10/2017

According to a survey conducted by Jobvite, 68% of businesses have increased the average salary offer for candidates in the last year. And an increase in salary means bigger fees, higher commission margins and happier candidates. It’s within the best interests of a recruiter to be good at this part.

Don’t make it all about the money

This might sound counterintuitive, but negotiations are about including the bigger picture. Present the other great opportunities of the role and highlight the positive aspects of working for this particular business. Don’t let candidates become too fixated with the money because often it then becomes a game of hard-ball. Talk about culture and career development just as much. Similarly, when talking to your clients discuss the long-term investment value of top candidates and the knowledge and experience they bring. Again, don’t draw them too much to the money or you may find them digging their heels in.

Don’t stand on ceremony

Of course, negotiating about money, or even talking about money, makes us all uncomfortable (we are Brits after all), but NOT talking about money is the biggest mistake you can make. Don’t blindly say yes to whatever the client suggests. It’s your responsibility to maneuver with clients as much as candidates. There is always wiggle room, and walking away from negotiations might leave money on the table.

Be very clear

Nothing undermines a salary negotiation more than someone going back on their word. It’s unreliable and shows a lack of authenticity, which leads to a lack of trust. Discuss with both your client and candidate what their absolute minimum and maximum is so that you’re going into the fray well prepared. You need all the tools, i.e all the information, to effectively do your job and make everyone happy. Don’t beat around the bush and never ever assume anything. Assumptions really will make an ass out of everyone in this scenario.

Play it cool

Which is not to say ignore phone calls and pretend you’re uninterested, but rather, always keep a cool head and a friendly atmosphere when negotiating. The very minute people start feeling tense or irritation creeps in, backs will be up against the wall and you’ll have lost all hope of achieving any happy outcome. It’s your job to work hard to keep everyone relaxed and happy throughout this process. On the surface you’re calm and collected, instilling trust in everyone else, while under the surface you might be peddling at a million miles per hour, just never let anyone see it.

Make everyone happy

The old adage tells us we can’t please everyone, but when negotiating salaries, do your very best to keep everyone happy. Salary negotiations, or any negotiations for that matter, are not about leaving any one person crippled and broken. We don’t need to ‘defeat’ anyone here. Skilled negotiators leave everyone with a good taste in their mouth and a positive experience. Your clients will also notice and appreciate that, leading to repeat business for you and your agency.