As a recruiter, negotiating with a candidate can be an uphill task. Many come to the meeting with expectations often at odds with what the companies offer. So, your offers, as enticing as you try to make them, may not cut it.
All’s not lost though. Here are four tips you can leverage to achieve win-win outcomes.
Be Well Prepared
You’re selling your company to the candidate as much as they are selling themselves to you. So be well-prepared so you can make a dazzling impression. Being well-prepared also helps to build trust and create a healthy interviewing atmosphere.
So, once you lock in a time and date for your meeting, do your homework. Refresh your memory of the candidate’s background and skills. Showing that you remember the details of their career history can create a feeling of admiration and respect.
Also, develop a list of targeted questions to ask during the interview. This can ensure the conversation is meaningful and productive. It will also let the candidate know that you are invested in understanding their needs and wants.
Break the Ice
Before jumping into a negotiation, help the candidate feel at ease. You can begin with a casual chat. According to Recruiter, small talk can be a powerful tool to build rapport, connect and foster trust.
According to SHRM, casual talk can also help you gain insight into a candidate’s feelings towards you, personality, and social skills. Here are some examples of questions that can help lighten the mood.
- How was the traffic on your way here?
- Was it hard to find the office?
- What are your hobbies?
- How long have you lived in the area?
Avoid Dominating the Conversation
When recruiting, you can gain more traction by giving the interviewee the floor. By giving them free rein to express their thoughts, values, and goals, you’ll gain an idea of their needs, motives, and desires. Then, you can use that insight to craft an attractive offer.
Also, by listening attentively, you show you value their contribution to the conversation, which helps build goodwill and rapport. However, beware of the discussion going off track. Balance the conversation with your insights and point of view to steer it in the right direction.
Give One, Take One
Refusing to budge on an unsuitable offer is a surefire way to get handed a rejection. So, be open to making some concessions. However, for every request you receive and are willing to grant, be sure to ask for one in return.
For instance, if you are open to bumping up the salary, ask for a longer notice period. Trading concessions ensures that the agreement arrived at is mutually beneficial.
To avoid making rush decisions, identify what you can offer ahead of time. Also, make sure that the concessions being traded are of similar value.
Transparency is a key skill for recruiters, say negotiation trainers. Being hazy can create feelings of mistrust and misunderstanding. Not only can this cost you a great hire, but you run the risk of damaging your reputation and making it difficult to attract talented individuals in the future.
So, be crystal clear about what a role entails and the attached benefits. Do your best to provide answers to all questions. Circle back to the hiring manager or HR team if there are any questions you’re unable to answer.
The recruitment process can be a long and drawn-out affair. The more complex the role, the more discussion is involved. According to Workable, the average time to hire ranges roughly between 20 and 30 days.
Leaving positions unfilled can create a few hiccups in the business. However, rushing to fill roles can create an ill-fit all around. Plus, it can lead to an abrupt resignation shortly after the hire.
So, to create a win-win hire, allow sufficient time to dissect the offer’s pros and cons. Being patient also gives recruiters the opportunity to catch any red flags that pop up along the way. Remember, successful negotiating is a two-way street, so taking the extra time can go a long way.
Recruiters usher in talent and skills to the organization. As such, they’re an integral part of any company’s success. These are a few negotiation training skills that can help carve out win-win outcomes.
Laura Jelen is truly passionate about the power of the written word. She believes that through clear, concise writing, content creators have the opportunity to help business professionals develop important new skills which will allow them to grow in their careers.
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