What does negotiating terms of employment look like?
In a sense, negotiating terms and conditions of employment takes as much time as the recruitment process itself - you can reveal some of your expectations already at the screening stage, because there is a good chance that you will already be asked about financial expectations and the notice period of the current contract. On the other hand, asking about the benefits package and its flexibility is perfectly acceptable and understandable - many candidates actually do it.
The key moment, however, comes a little later, at the stage of the recruitment finalization interview, which takes place after the initial job offer has already been made. This is the time to work out the details of the cooperation, and while it may be difficult to fundamentally change its original assumptions, you can really get a lot and you should definitely try to work out the best possible terms.
How to prepare for negotiations?
At the outset, we must point out that collecting universal advice in one place is not easy - the nature of the process of negotiating terms of employment is strongly dependent on the specifics of the company you want to get into. As a rule, corporations are less willing to make concessions; by hiring at a startup, you will almost certainly be able to get more if you are able to add real value to the organization.
Find out as much as possible about your future employer
The specifics of your future employer play a key role in terms of the working conditions you will be performing. Each organization has a slightly different culture, and the best way to learn about it will be through current or former members. There are many portals and forums on the Internet, where people in the IT industry are eager to share their experiences and opinions on the comfort of working there.
Although it seems obvious, many people still forget about an easily accessible yet valuable source of information - IT job advertisements, which, as a rule, quite comprehensively describe your future scope of responsibilities, opportunities for development and provide general characteristics of the organization. Of course, no one will write about the shortcomings of your supervisor or the availability of parking spaces under the office, but you will learn about this from the aforementioned comments on websites or even Facebook groups.
Think about what you actually expect
Money is undeniably one of the biggest motivators to work, and the main object of negotiation during recruitment. Remember, however, that in addition to a good salary, the choice of form of employment, about which you will read more in our comparison of B2B and UoP, the possibility to work remotely or hybrid, or the range of employee benefits, is also crucial. For representatives of generation Z, freedom in shaping their schedule is also important - flexible working hours are highly desirable.
When thinking about the most necessary elements of an employer's offer, think about both your current situation and plans for the coming years. In our opinion, people at the beginning of their career path should first and foremost seek the greatest possible opportunities for development, which is important not only because of the later translation into a professional position, but also a much better chance of getting more than the original offer assumed. Practice shows that money still remains one of the most sensitive topics of conversation with an employer.
However, if you are coming to the interview mainly for the money, consider what the realistic salary ranges are for your and similar positions. Getting a salary 5% higher than the average will be as realistic as possible, but if you expect to be paid twice as much, the conversation will not lead to any constructive findings.
Make a list of values that you can give to your future employer
Negotiations should end with a compromise, and in order to achieve it, both sides must make some concessions or give something from themselves. Develop a list of your selling points - outline your interlocutor's plans for the next few months, mention past achievements. The pace of job changes to date may also be important - over the past few years, many IT professionals have changed jobs more than often, generating costs. A more stable employment history may suggest that you stay with your new employer for a little more than a year or two.
How to talk to a Hiring Manager?
Stick to one rule - treat your interviewer as you would like to be treated yourself. Let's consider what characteristics of the attitude you assume may be helpful.
Calm and composure
Candidates tend to often adopt a defensive posture, which is a standard stress response. Short answers, stammering and losing threads should not discourage a Hiring Manager from working with you, but maintaining objectivity is difficult - after all, we pick up such signals subconsciously.
Honesty
Nothing discourages a candidate more than lying. In an effort to gain a better position against the competition and thus a better chance of being hired, some people may choose to attempt to manipulate their interviewer. Psychological tricks can be effective, but this course of action is not only highly risky, but also extremely unethical. The potential benefits are not worth taking the risk.
Precision of speech
Don't be afraid to clearly and specifically express your expectations. If you know that you are particularly keen on working remotely on Mondays and Fridays, say it bluntly - you can back up your position with a proposal that is favorable to your future employer, for example, by choosing a more favorable form of employment for him.
Specific numbers are also definitely welcome - instead of “soon,” say “in two weeks,” replace the phrase “I need a more satisfactory hourly rate” with words like “I will not choose to work for this company if I earn less than 40 dollars per hour.” By being specific, you give the Hiring Manager a clear signal that you are willing to compromise and increase the chances of satisfying both parties.
Active listening
No one likes to feel ignored, so do your best to make sure the person you are talking to is heard. Focus on the conversation and don't be afraid to ask, especially if you are unsure about something. From the point of view of the quality of later cooperation, clarifying any doubts is crucial.
I have the feeling that I am not able to offer anything that would help me get a better deal. What to do?
If you have already received a job offer, we can guarantee that your negotiating position is strong - after all, both the IT recruitment agency and your future employer have recognized that you meet the original requirements in terms of both personality and competence. It's also worth noting that recruiting in the technology industry is a relatively expensive process, and many times it's more cost-effective to make subtle concessions to a candidate instead of reopening the search.
What not to do when negotiating the terms of an employment contract?
In some cases, it happens that candidates use the argument of another job offer in negotiations. The mere mention of ongoing discussions with other employers is perfectly understandable and justified, but it is not worth allowing blackmail - many provisions of the contract proposed to you cannot be changed, even if your future supervisor would like to do so.
However bad it may sound, take your time. As mentioned in Landoor's blog, it's a good idea to resume negotiations on the mode of work, benefits and salary after, for example, 3 months after the conclusion of the cooperation. By showing a proactive attitude and efficiency, you can easily show that you are worth trying for as an employee.
Don't try to get too much! Even if you know that you are clearly superior to other candidates in terms of skills, you must be aware of the limitations of the market situation. Companies using recruitment agencies such as itMatch often order a market mapping service, which allows you to get extremely precise data on the current expectations and salaries received by professionals in the role you want to perform. Stubbornly sticking to preconceived rates can result in a job being given to someone with slightly lower requirements, even if this is due to less experience or a lesser fit with the organization's profile.
Summary
Negotiation is an art - it takes listening skills, patience and empathy to conduct it effectively. While this process may not go very well for you the first time, over time you will see that it is not that difficult at all. We are keeping our fingers crossed for you that your new workplace meets all your expectations 🙂