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BOSTON - February 10, 2010 - Job candidates who successfully navigate through the interviewing process today are more often encountering another hurdle to landing the position - the "pre-offer," according to ClearRock, an outplacement and executive coaching firm headquartered in Boston.
"More companies are asking candidates what offer they would be willing to accept before they make an actual offer. They're telling candidates they want to make only one written offer they know will be accepted," said Gary Bergmann, senior consultant for ClearRock.
"Instead, this is a way for employers to feel out candidates and get an idea as to what it will take to land a desired employee without having to make a formal offer first. There are so many qualified people looking for work that employers can ask this of job-seekers," said Bergmann.
Candidates should consider any offer made at this stage to be a "pre-offer," and they should be prepared to
"pre-negotiate," added Bergmann. "Follow the same strategy and tactics during the pre-negotiating stage as during the formal negotiation process - except remember that no written offer is yet on the table to accept or reject."
The basic elements of negotiating a job offer remain the same regardless of whether the unemployment rate is in the double or single digits. "There are definite dos and don'ts that people need to follow so they will get what they are worth," said Bergmann.
"Remember that the best time to negotiate is after an offer has been made and before you have accepted it. Once the offer is made, the balance of power shifts from the person making the offer to the one receiving it, so be prepared to use this leverage to your full advantage," Bergmann added.
ClearRock recommends that candidates adopt these negotiating tips:
- Don't begin negotiating without a formal job offer being made.
- Do your homework ahead of time and learn what the fair market value is for the role you have been offered. Check out websites such as Salary.com, GlassDoor.com and JobNob.com for comparable salary ranges.
- Ask for a few days to review the details of the offer and analyze the information to ensure you have sufficient detail to make a good business decision.
- Evaluate the offer against your personal criteria and other offers you may already have received.
- Do not accept an offer on the spot, even if it's beyond your expectations.
- Develop a "leverage list," comparing the needs of your potential employer with your qualifications plus the additional skills you are bringing to the job that will allow you to do much better than expected.
- Be prepared to walk away from an offer, which will convey that you mean business and give you additional influence in securing the best deal.
- Always ask permission to negotiate. Rather than dive right into the heat of the battle with, "I feel I deserve a higher salary based on my credentials, etc.," a stronger opening is: "With regard to the salary (or vacation or tuition reimbursement, etc.), I'd like to know if you have any flexibility with that figure." If the answer is "no," move on to the next point. If the reply is, "What did you have in mind?" you have been given the green light to continue.
- Never bluff about having another offer if you don't.
- Do not reject a low offer on its face without asking for an explanation as to why it is below the established fair market value.
- Use the word "need" during negotiations, rather than "want" to underscore what it will take to land you the position.
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