How to Approach Candidate Salary Negotiations

17 August 2011 Read by 2283 persons
Salary and benefits are an important negotiation point; don't neglect them.

Job Evaluation

The job market, like all markets, follows the law of supply and demand.
The need for an employee and the scarcity of their skills are the fundamental bases for calculating the value of the position.

Here are some points to remember during a negotiation:
  • Remuneration is an important criterion, and if the candidate wishes to raise the issue, don't hesitate to respond clearly and discuss it. A candidate can easily refuse a position if the remuneration is not suitable.
  • The candidate has done their own research by consulting other job offers. They know the level of remuneration to request and how to justify it.
  • Try to find out what the candidate earned before; most base their expectations on this average and slightly increase their demands.
  • It's not a competition; there's no winner or loser. If a candidate with the right skills and who is suitable for the position refuses to accept the offered salary, the same profile could present itself in a few weeks with lower salary expectations. So don't rush; recruiting someone is a long-term investment, and it wouldn't be wise to rush.
  • Don't make promises you can't keep; you'll find yourself in a very delicate situation.
  • Focus on the possibilities of rapid increases and bonuses. If the base salary is not suitable, argue about the numerous and rapid bonuses and increases.

Emphasize Salary AND Benefits

More than the base salary, other benefits can be decisive in the negotiation.
  • Commission — An excellent way to guarantee a reward for effort.
  • Profit sharing or stock options — Paid to employees based on the company's overall success.
  • Additional paid leave — Particularly attractive to recently graduated employees or those with young children.
  • Reimbursement of education expenses — Contributing to employees' further education shows that you want to invest in their future.
  • Company vehicle — For employees who spend a large part of their day on the road.
  • Reimbursement of transportation costs — Any contribution towards commuting is generally very well received.
  • Flexible hours — Allowing employees to achieve a better work/life balance is becoming an increasingly important aspect.
  • Meal vouchers — Meal-related expenses can be significant. Meal vouchers represent a significant advantage and are generally very well received.

It is possible to negotiate with more than one candidate at a time, but only deepen the discussion with the candidate you intend to offer the position to.


Posted on August 17, 2011.

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