You Go First,

the Salary Negotiation

How-to

AMY MILLER – RECRUITER

WWW.ABOUT.ME/ALARECRUITER

Salary Negotiation

The GOAL – win/win/win – happy hiring manager, candidate & RECRUITER

When is the “right time” to approach the salary conversation?

How to navigate push back – the candidate who won’t commit to a

number

Do you really lose if you go first? Myth busting

Is it possible to pre-close?

How to make your candidate you ally in the salary negotiation war

Arm yourself with data – for both candidates and Hiring Managers

What’s the Problem?

An adversarial mindset

“Us against Them”

Common HR / Recruiting myths

Really, REALLY bad advice

What does the internet say about

Salary Negotiations?

Of course I checked…

When is the right time to talk $$?

Early, often, and

specifically

We have a role / team in

mind

If the next conversation is

with the business

Navigating Pushback

Explain why you’re asking

Empathize / understand

Turn the conversation to the market - what’s reasonable? How does this fit their view?

More than just base salary – other compensation elements

Decide if you CAN move forward, and how

Transparency with hiring

managers

After you. No, after you!

Does it REALLY matter who goes

first?

Establish trust and credibility

Be conservative, but HONEST

Conversation starter

Transparency at every point

The Pre-Close

“Has anything changed since we last

talked?”

Revisit target comp discussion,

expected / conservative salary

ranges

How is the candidate “showing up”

during the interview? Senior level

money demands senior level

interview – act accordingly

Partnering with your candidate

Cover components of the offer, how does that compare to existing comp and / or other offers?

I can’t beat what I don’t know

Weighing important factors – bonus, stock, relocation, sign on, benefits – all must be taken into consideration

Confidential conversations

Let the data speak for you

Negotiation with Hiring Managers

Keep track of previous offers,

company norms

If asking for exceptions, be prepared

to make your case

Competitive offers, information

Thank You!

Let’s Get Started!

Resources:

business.linkedin.com/talent-solutions

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