You have reached the third and final stage of your interview process with a construction company that you enjoy, however, another highly esteemed organization has just requested to meet. At this point in time, the hiring manager quickly evaluates the situation: "We like what we see so far - do you feel similarly towards us? If an offer is made that meets or exceeds your expectations will it be accepted?"
You've been extended a job opportunity that you're excited about, but the salary is unsatisfactory. You inquire whether your potential employer has any room to move in terms of what they are offering. "We don’t usually hire individuals with this background, and our culture here is distinct from other places," they explain. “This role isn't only about money - do you refuse to accept it if we can't raise the compensation?"
After three enjoyable years at the same company, a recruiter has been hounding you to leave and get paid more. You're not particularly eager to switch jobs, yet feel that your current salary doesn't reflect all of your hard work. Although money is tight in the office and they don’t often respond positively when people request higher wages due to outside offers — how do you proceed? It's no secret that job negotiations can be intricate experiences; however, it's important to stand up for what you believe is fair compensation!
As more firms are looking to reward their employees with stock options, bonuses tied to individual and collective performance, and other incentives, the recruitment process for qualified candidates is becoming even more complex. Exploding offers - where signing bonuses diminish as time passes - make it difficult to compare one offer against another; while differing backgrounds and salary histories of those vying for similar positions makes it a challenge for employers to set targets or assemble standardized packages. Executive mobility has seen an upswing in recent times too making such evaluations even harder.
In a complex job market, there are possibilities for those who can expertly negotiate the terms of their employment. At the end of the day, negotiation is incredibly impactful when there's an extensive range of potential results. While each individual's experience is distinct, some techniques can be applied across scenarios; so here are 15 rules that will provide you guidance throughout your conversations!
Don’t underestimate the significance of likability
It may seem simple, yet it is essential: people will only negotiate on your behalf if they like you. If any of your actions in a negotiation make them view you less favorably, the likelihood that they'll strive to help get better terms for you decreases dramatically. A successful negotiator must consider beyond politeness; instead one should think about how their response might be perceived - this includes asking for what is due without appearing arrogant or being unrelenting while simultaneously not becoming too intrusive. By assessing how others are likely to interpret the approach taken during negotiations we can easily avoid these quandaries and come away victorious!
Demonstrate to them your worthiness in receiving what you are asking for
It takes more than mere admiration to get what you want. Your potential employer needs to recognize that your proposal is indeed valuable and worthwhile before they grant it. Be sure to always provide an engaging narrative along with your request, instead of simply stating it out loud (i.e., requesting a 15% salary increase). Demonstrate why precisely this would be justified – explain the reasons as to why you are deserving of better pay compared to others hired in similar positions - and make sure these explanations hit close-to-home with those making the final decision! If you cannot back-up your demands, it could be unwise to present them. Remember that there is a fine line between being likable and trying to demonstrate why you are deserving of more. Making yourself sound excessively valuable can come across as egotistical if one has not taken the time to articulate their thoughts adequately.
Make it clear they can get you
Nobody will want to exhaust their political or social leverage to get approval for a strong offer, only to be rejected at the end. Who would voluntarily put themselves in such a vulnerable position? If you are determined to negotiate for an improved package, then make it abundantly clear that your interest towards this employer is genuine. While you may be tempted to boast of your many potential options in order to attract attention, remember that emphasizing too strongly could cause people to think they have no chance of winning your affections. To combat this, emphasize the conditions under which you would feel content with their offer and forsake those other possible alternatives. Ultimately, by highlighting both sides equally—your advantages as well as your flexibility—you will likely entice more individuals than if you only highlight one aspect or the other.
Understand the person across the table
Negotiations are not between companies, but rather they occur between people. Before you can effectively influence the individual on the other side of the table, it is necessary to understand their interests and particular needs. For instance, when haggling with a potential employer versus an HR representative there must be differences in your approach; bombarding HR reps with questions about various aspects of an offer may come off differently when asking someone who might eventually become your manager. In contrast, HR might be accountable for the onboarding of 10 individuals and thus hesitant to break existing protocols. On the other hand, your direct superior who stands to benefit more from you joining their team may vouch for you with a special request.
Understand their constraints
You may have won the hearts of your potential employers, and they could agree that you deserve all that you ask for; however, this does not necessarily mean they will grant it to you. Even if your negotiations are successful, there might be constraints like salary caps in place. The key is to identify where these restrictions lie so as to know what parts of the agreement can still be modified - such as start dates, vacation time or signing bonuses - while other aspects (like salaries) remain strictly non-negotiable due to rigid company policies. For instance, when contending with a large organization hiring many individuals at once for similar roles then their salary range probably cannot exceed a certain limit. Conversely, if you find yourself negotiating with a smaller business entity that has never hired someone for your position before, there could be some room to negotiate the initial job title and salary offer; however, other aspects may not have much wiggle room. When it comes down to it, the more informed both sides are about their respective parameters for negotiation, the higher likelihood of finding workable solutions that benefit all parties involved.
Be prepared for tough questions
Job interviews often come with difficult questions that can be hard to answer, such as: Do you have any other offers? If we make an offer tomorrow, will you accept it? Are we your top choice? Without the right preparation, many people resort to inelegant evasiveness or even untruthfulness. Here's some advice - never lie in a negotiation! Not only is this unethical behavior but it usually comes back around and harms you. Additionally, when faced with tough questioning one may try too hard to please without actually gaining anything from negotiations along the way. Therefore, to ensure success in any interview, you must be ready for questions that could potentially make you feel uncomfortable or put your weaknesses on display. The key is to answer honestly without giving off the impression of being unsuitable and losing out on vital bargaining power. If you have carefully considered how best to confront tricky queries ahead of time then chances are that both goals can be accomplished simultaneously!
Focus on the questioner’s intent, not on the question
If you find yourself taken off guard by an unanticipated query, remember this: the underlying intent of the questioner is what matters most. Though their questions may be difficult to answer, oftentimes they simply wish to ascertain your enthusiasm for a position rather than put you in a tricky situation. For example, if someone inquires whether or not you would accept an offer right away tomorrow, it's possible that all they want to know is if this job interests and excites you!
If you're asked if you have other offers, don't jump to conclusions -- they may not be trying to uncover your weaknesses. Consider that the interviewer could simply want an understanding of your job search and whether this organization has a chance at attracting you. Rather than getting defensive, answer with what feels like their intent or ask for clarification about why the question was posed in the first place. When engaging in honest dialogue around what it is exactly that they need help with and displaying eagerness to assist them as much as possible, both parties will benefit from this exchange!
Consider the whole deal
Unfortunately, many individuals equate "negotiating a job offer" with simply negotiating a salary. However, there are numerous other key aspects of the entire deal which can add significant value to your overall satisfaction from the job; you may even be able to negotiate these more easily than just bargaining for money alone! Please don't become obsessed with wages - pay attention to all facets of employment including duties and obligations as well as possibilities for progression and promotion within the company plus any additional benefits or assistance that might be provided towards further study. Consider not just how you'd prefer to be rewarded, but also when. You may pursue a plan that provides smaller rewards now in order to secure a more desirable outcome later on.
Negotiate multiple issues simultaneously, not serially
If you are uncertain about any parts of a proposal, it is better to present all your changes together. Do not say something like "The salary looks low - could you do anything about that?" and then come back with other requests once those adjustments have been made. It may seem like obtaining the initial request will be enough for you to make a decision or accept the offer outright. Instead, put forth all of your concerns at one time so there are no misunderstandings along the way.
If you continuously ask for more and do not prioritize in terms of importance, your negotiating partner will likely believe that their job is done once they have offered the two least important requests. This could leave you with an offer insufficient to meet all your needs; so it's essential to be judicious when making multiple demands. Avoid repeating "one last thing" over and over - it won't encourage them to stay understanding or generous!
Don’t negotiate just to negotiate
Avoid the urge to prove your negotiation skills. Many people frequently make this mistake: they compromise their bargaining power and ability when presented with an opportunity from employers - even over small issues. Our advice? If it's important, negotiate! But don't haggle for miniscule details as doing so can generate negative reactions which may restrict you later on.
Think through the timing of offers
Starting a job search can be stressful, as you may feel the need to make sure that you have at least one offer under your belt for security. Ironically, achieving an early offer might actually not be beneficial - once the company has made its proposal it will expect a confirmation in relatively short notice. If you are seeking multiple job opportunities, it can be beneficial to have your offers arrive near the same time. As a result, don't hesitate to either delay or accelerate the process with another employer in order to make sure all of your options appear before you at once. However, this is delicate – if you take too long or push too hard for an offer then that company might choose someone else instead. Nevertheless, there are still subtle methods of overcoming such issues - like asking for an interview later on down the line as opposed to right away - which could help buy more time and give yourself space when needed.
Avoid, ignore, or downplay ultimatums of any kind
People tend to be uncomfortable hearing ultimatums, as they can make them feel pressured or controlled. Unfortunately, we may unintentionally give ultimatums in moments of stress or frustration. If you ever find yourself on the receiving end of an ultimatum rather than engaging with it - simply ignore it! This gives your counterpart a chance to backpedal without feeling like their ego is at stake and could potentially save the deal from being ruined. If someone says, “We won't do this," don't linger or make them repeat the statement. A better option is to respond with something like, "I can understand why that might be difficult considering our current circumstances. Let's discuss other potential solutions such as X, Y, and Z." Refrain from considering the ultimatum a done deal; if it holds validity, they'll let you know in due time.
Remember, they’re not out to get you
During salary discussions or the procrastination of a formal offer, it can seem that employers have no interest in you. However, if your candidacy has progressed to this stage, they enjoy having you around and want to keep liking you! Their refusal on certain matters may merely be due to obstacles unknown to yourself. A delay in your offer letter may just mean that the hiring manager is juggling multiple priorities. Demonstrate patience and remain engaged - but if you can't stay patient, reach out and inquire kindly on an estimated timeline or what might be done to expedite the process. Don't contact them with frustration or anger; it's much more productive (and polite!) to start off by asking for clarification regarding timing.
Stay at the table
Don't forget, your circumstances can shift and what was not possible in the past could become a reality tomorrow - always ask again! When someone says no, all that means is "No - with my current views". It's often worth revisiting down the line as personal interests or constraints may have changed. For instance, when a candidate asked for an extension on our client’s offer deadline last month they initially said no but two weeks later were more than happy to adjust it. Similarly this happens with salary increases too; sometimes persistence pays off!
Maintain a sense of perspective
It is essential to emphasize this last point. Even if you ace a negotiation, it can still lead to disappointment if the job itself isn't suitable for you. Ultimately, your level of satisfaction depends more on the nature of the task than on any negotiation successes or failures. Studies and research demonstrate that picking an industry and role which suits you best as well as elements like managers, colleagues and work environment are much more influential in making sure one is content with their job rather than just concentrating on offer specifics.
Armed with these tips, you can confidently approach your negotiations and be sure to receive the offer that reflects your value. However, it's essential to remember that this should only come after a thorough search for the role of your dreams; ensure you're heading in the right direction before starting any negotiation tactics!
Did you know that only 15% of the population is completely satisfied with their job?
Are you eager to secure a career in the luxury homebuilding industry? If so, CLB Hire is here for you! Our inclusive network of contacts combines with our boutique construction staffing firm’s personalized experience, allowing us to support and guide your job-search journey. We understand that finding the right role can be overwhelming—that's why we provide assistance customizing resumes specifically tailored towards ideal employers. As soon as a candidate sends their resume, our highly qualified recruiters will get down to business matching your credentials with the perfect opportunity.
When you partner with CLB Hire, we are devoted to ensuring that you find the optimal working environment for your career goals. With over 30 years of experience in the industry, we can equip you with an edge in your search for homebuilding roles and provide assistance along every step of the way! To start this journey together, simply submit your resume or questions about contract negotiation to [email protected] today - let's make sure you get hired!
The Certified Luxury Builders Network leads luxury builders to greatness. Since 2016 CLB Network and builders across the nation with annual sales ranging from $5M - $50M have worked together to deliver a 5-Star experience and become market-leaders. Working with one great company at a time, CLB gives builders the tools, training, and support to achieve success in Quality, Profit, and Pipeline freeing leadership to work on—not in—their business.
We're here to help builders. Experience and expertise is just a click away. Contact us today to see how your business measures up to our builders' benchmark, learn what "GREAT" looks like, and see how CLB can take your business to the next level.