Job offer negotiation is possibly one of the most important parts of an interview but it is often an area which is not even broached until it is too late or not even talked about at all. This maybe because the interviewee is cowed by the whole recruitment process and feels cautious about “rocking the boat” once they have been offered the post. In reality, a job interview is a contract for two parties – the job role must suit your needs and requirements just as much as those of the organisation.
Sometimes a best offer negotiation is missed because interviewees are so relieved – and possibly emotionally on the ceiling – in having won the post. The idea of just getting out of that very tense room and celebrating yourself under the table is very appealing.
At Peak Recruitment we know that job offer negotiation is essential in the recruitment process. Not only will it act as the foundation of a future business relationship and ensure a win-win situation for both parties, it can equal out the power and provide a platform to acquire the best possible outcomes.
From when you begin interview preparation, “job offer negotiation” needs to be part of your toolkit, intrinsic to your research and it needs to underpin how you will approach the interview process.
What are you worth?
In order to negotiate with the interviewing company, you need to have in mind what you feel you are worth. This does not come down to skills, qualification and experience alone. For instance, consider how unique your talents are within your chosen profession. Also take into account location. Here in Thailand, when applicants interview from overseas, they often have little understanding of industry competition, average salary rates, or expected benefits for set job roles within Thailand itself. Research competition with your industry and its location.
Factor in your own needs
Have a clear idea in your mind what you need to be offered to make that move. What will be the minimum salary you can cope with? What benefits would you need? Take into account your current employment assets and balance off any benefits package which may be offered such as health care, pension scheme, travel schemes and flexible hour’s options. If any element in the new post may cause hardship can that be reimbursed in some way?
You may be offered your dream position, but still discuss what you are being offered. This will show you are not desperate, and have a real interest in the post. You can always concentrate on areas such as career development, do not put too much onus on salary alone.
However, it is more likely the offer will be below what you were hoping for. To go into the negotiation prepared, you need to know if there are regular salary reviews; is there flexibility in the amount that you are being offered? (HR constraints on the overall job package etc.)
Get them on your side
You need to temper your approach to one which is about developing a positive business transaction where the best result will be win-win, rather than one where you come over as a self-satisfied greedy and arrogant individual looking for as much as you can get from an advantageous position. Keep clear of ultimatums and explain your case politely and professionally as if you were negotiating any transaction. Discuss the whole package on offer rather than trying to get movement on individual elements of it. This way you are confronting one aspect rather than setting up a series of battles. Role play before the interview to get feedback on how you come across.
Evidence your case
You are going to be feeling pretty pleased with yourself when you are offered the post but do not let those emotions lead to arrogance. If you are going to ask for more than what is being offered you need to evidence the need. For instance, more commuting may call for discussion around travel expenses. A particular skill within the post may warrant a need to consider the overall salary. If you cannot evidence in real terms why you deserve the change – don’t ask for it.
Clarify why you want the position
Throughout your negotiating it needs to be heard loud and clear why you so want the position and in what way the changes you are asking for will enable you to take the role. Remember, if they are going to spend time (and even money) in order to change job detail or salary, they will need some kind of confirmation that you will take the post if they give you what you want.
Know the company
If you know where he/she is coming from you have better chance of levering your needs. If you understand their constraints, you have firm boundaries you can work within. You will be able to prepare for the tough questions you are likely to be asked.
The point is, job offer negotiation is like that big rotund opera singer in the recruitment world. You haven’t got the job “until the fat lady sings”. If the salary or the job detail does not meet your personal requirements, or if it does not better the job you are currently in, you haven’t actually achieved anything. So, if you are going to get what you want instead of just being pigeon holed into what is available – now’s the time to sing.
Peak Recruitment is the leading recruitment agency in Thailand. A human resource specialist, our pioneering methodology and commitment to deliver exemplary services has placed us first for executive recruitment in Bangkok. As a team, we offer a distinctive approach that you just won’t find anywhere else in Thailand. For contact information click here