The Taichi of negotiating a job offer
After pulling yourself together through a few rounds of interviews, you felt like taking up whatever job offers available to you because you have mentally prepared yourself for the jump. But wait, the offer that the company made to you is not entirely what you have expected. Should you take it, leave it or negotiate it?
There are many advice out there saying you should negotiate your job offer treating it like a “if-you don’t-ask-you-don’t-get” situation. Studies in U.S. reveal that 73% of employers expects candidates to negotiate during the hiring process[1] and 85% of the job seekers who negotiated their offers were successful.[2]
As recruitment specialists we have seen many candidates successful in negotiating better offers, but we have also seen offers withdrawn just because of missteps, sometimes a few faux-pas, due to the inexperience of the candidate in dancing the negotiation. There isn’t a right or wrong negotiating your offer, it is more about how you are approaching it.
Negotiating your job offer is like playing Taichi, a form of martial arts based on Taoist philosophy where everything is comprised of the two extremes of Yin (negative, dark and feminine) and Yang (positive, bright and masculine). The duality is complementing, instead of conflicting, each other. When playing Taichi, martial artists diffuse and redirect offensive energy from the opponents so to maximise their own forces with the least effort. It takes a directed calm and a clarity of the mind to perform such moves.
Instead of seeing offer negotiation as a battle, seeing it as playing Taichi will help you gain a fuller picture through your mind’s eye. You are not trying to win the negotiation but to emphatically understand how the negotiation will help you, and hence the company, in a long run. With this as a guiding principle, here are a few tips to help you prepare for your negotiation.
1. Understand your market rate
You can find out the market rate of your role by reading salary reports generated by recruitment agencies such as Randstad, Michael Page and Hays or by visiting career websites, such as Glassdoor, Indeed, Payscale and Steal Jobs. However, some larger companies have a very structured pay scale. Talk to your recruitment specialist as they may have insider knowledge regarding the pay scale of the company that you are interviewing. Giving a counteroffer that is totally out of range could lead to a withdrawal of offer.
2. Show your value
Knowing how your expertise will help the company grow. There isn’t any harm reiterating your accomplishments. Show your portfolio, track records, professional certificates and qualifications once again is a good way to reaffirm the company of your value. What’s even better is that you could tell the company what you are capable of achieving in the new work environment, in quantifiable scale if possible. Be aware, it is not the time to bluff, you will be obliged to fulfil your promises.
3. Choose your audience
Although hiring decisions usually come from the line managers, in many cases they are not the best person to talk to when it involves sensitive information such as salary and other benefits. Talk to the HR manager or go through the recruitment specialist may be a better option.
4. Consider the total package
When you are considering the salary range, you should consider everything that comes in a package, including title, work arrangement, annual leave, and other additional allowances. Always put forward your wish list in one go and avoid going back and forth.
5. Know your middle ground
Be thoughtful about what you want from the negotiation and prioritise your wish items. These could help you prepare for your advances or retreats when the company is not able to match up the salary. Avoid sending an ultimatum.
6. Be thankful, sincere and professional
Feeling truly grateful for what you have been offered and show your sincerity. You may have befriended the hiring manager after many rounds of interviews, but it is still crucial to maintain a professional work correspondence especially when more personal communication channels are used (e.g. WhatsApp). If a recruiter is involved, ensure all parties are informed to avoid any awkward situations.
Negotiation when done properly is elevating all parties. Talk to our specialists today if you need guidance through your negotiation!
[1] https://resources.careerbuilder.com/news-research/73-of-employers-would-negotiate-salary-55-of-workers-don-t-ask
[2] https://www.cnbc.com/2022/05/13/85-percent-of-americans-who-negtiated-a-job-offer-were-successful.html; https://www.cookingupsuccess.co.uk/event/art-of-negotiating-a-job-offer/
