Workplace

To put yourself in a strong negotiating position, you must establish interest from an employer from the outset by ensuring that your CV and covering letter and the skills you sell yourself on during interview match the job you are targeting. Request a job specification for the role you’re applying for and analyse each requirement. Identify examples of when you have applied yourself and provide evidence of how you were successful with each skill.

Your recruitment agency can also help with negotiation on your behalf. A recruitment consultant will liaise with clients to discover their exact requirements and will advise you about how to sell yourself effectively to the company’s brand, culture and history, increasing your success at negotiation stage.

Approaches to negotiation differ according to your level.

Graduate level

As a graduate, salary negotiation might appear to be out of the question, but understanding the negotiation process will help you to build confidence and develop an approach.

The first step is to find out what the market salary range for the type of position is – most trade publications have recruitment sections which give an idea. Decide what the lowest salary you will consider is, and what skills you possess that make you worth a higher salary. Your recruitment consultant can offer advice on what positions and salaries to expect.

Intermediate

Opportunities for salary negotiations and benefits at mid-level are considerable, as you will have established relevant experience alongside knowledge of the working environment. At this stage, if asked what your salary expectations are, say that you have a range but that it will depend upon the total package.

Only when you have received an offer in writing will you have room to negotiate. If the employer offers a figure/package that is lower than your ideal, you must tell them. You may need to be fairly direct and assertive even though you may feel apprehensive. The support of your recruitment consultant can be vital, as they have experience in securing the best deal on behalf of candidates they put forward.

Senior level

Understanding the negotiation process becomes even more important at this level to ensure you achieve a salary and benefits package reflective of your skills and experience. Your negotiating strategy should be carefully planned. Avoid being seen as demanding; assume a level of assertive respect and the situation should be comfortable and productive.

Perhaps surprisingly, using a recruitment specialist can still reap rewards at this level. Their relationships with employers, knowledge of the marketplace and negotiation skills can benefit most senior personnel.

Once you have concluded all negotiations, it is important to request written confirmation of all aspects of the package. Obviously, once you have received a written offer you are then able formally to accept the position. If, however, you decide that the job is not for you, a polite refusal is an applicant’s responsibility as well as a professional courtesy. If you have other offers to consider, a week is an acceptable delay. This allows an employer to continue its recruitment search quickly.