Neither candidates nor clients enjoy the salary negotiation process, but it is ultimately the recruiter that has the largest burden of the bunch. They are beholden to both parties and have to remain objective even when the process becomes contentious. But it’s for these exact same reasons that recruiters are so often brought into the mix. They have the unique ability to rise above the fray in order to produce the elusive outcome that benefits both parties.
If you are a recruiter starting a salary negotiation, these proven strategies can aid the process.
Focus on Fit
Ultimately, the goal should be to simply avoid negotiations. This can be done by focusing on selecting the right candidate for the right vacancy. If a candidate is excited about a job opportunity, and a company is excited to add them to its staff, both parties are much more likely to reach a mutual agreement early, eliminating the need for mediation.
Gather Your Information
Another way to create a great fit is to find out in advance how much a candidate expects to be paid and how much an employer is willing to pay. That way, when you are creating links, you can avoid matching up two parties that have wildly different expectations.
Be Honest
The best salary negotiations are conducted based on facts, but they often devolve into emotional arguments. As a recruiter, you must evaluate the arguments of both sides, determine which party is being reasonable and which is not based on the available data, and to inform the offending party. This can be a tricky situation, but if you can point to hard numbers and authoritative research to support your assertions, you can often diffuse even a heated situation.
Look Beyond Salary
Money is always the most contentious part of a salary negotiation. If both parties are deadlocked over a specific number, ask them to look beyond salary to other forms of compensation. Companies that have tight budgets might be able to offer more vacation time or a flexible work schedule. Recruits that are demanding a higher salary might settle for travel opportunities, tuition reimbursement, or an expanded benefits package. Remember that you have many tools at your disposal that you can use to encourage the negotiating parties to meet in the middle.
How Can the Squires Group Assist You?
All of these tips underscore why it’s so beneficial to rely on a recruiter to serve as a mediator during a salary negotiation. Ultimately, the process is faster, less contentious, and reaches a conclusion that both parties can be happy about. Recruiters help to clear away the obstacles that keep candidates from finding the job they want and employers from finding the staff that they need. Learn more about all that quality recruiters have to offer by contacting the team at The Squires Group.
