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Negotiating with candidates is often one of the most challenging aspects of the recruitment process. Whether you’re a hiring leader or a recruiter, mastering the art of negotiation can make a significant difference. Here are five essential tips to effectively negotiate with candidates and secure top talent for your organization.
1. Begin Negotiations Early
Effective candidate negotiations start from the initial interview. Instead of waiting until the end to discuss compensation and titles, begin understanding what’s important to the candidate from the start. This approach helps you retain the power of negotiation. By initiating early, you set a solid foundation for a successful outcome
2. Tap into Emotions
Candidates make decisions emotionally and justify them rationally. During the negotiation, focus on what triggers their emotional responses. Instead of just discussing practical aspects like salary and title, emphasize how the role aligns with their personal and professional desires. This emotional connection can make a significant impact on their decision-making process.
3. Understand Their Needs and Wants
- To negotiate effectively, you need to know three crucial things about the candidate:
- What do they currently have that they want to keep?
- What do they currently have that they want to get rid of?
- What do they not have that they want in their next role?
- Knowing these details allows you to address their concerns comprehensively and tilt the negotiation scales in your favor.
4. Test and Validate Their Priorities
Throughout the recruitment process, continuously test the importance of the candidate’s stated priorities. For example, ask if working remotely is crucial for them and verify this through multiple touchpoints. This ongoing validation ensures you’re aligned with their true needs and can negotiate more effectively.
5. Start the Offer with Emotion
When presenting the final offer, begin with the emotional aspects. Highlight how the offer meets the candidate’s top priorities. For instance, start by saying, “You mentioned that working remotely was very important to you. We have addressed that in this offer.” This approach builds emotional momentum before discussing the practical details like salary and title.
Negotiating with candidates doesn’t have to be daunting for you. Start negotiations early, focus on emotions, understand their needs, validate their priorities, and lead with emotional connections when presenting offers. By following these five tips, you’ll make candidate negotiations much more manageable and successful.
Stay ahead in talent acquisition by following us for the latest tips and updates. For a more in-depth understanding, watch our video featuring Steve Lowisz, CEO of Qualigence Brand of Companies, on “5 Tips to Negotiate with Candidates“
