It is an incredible achievement to have run a successful job search and to have received an offer of employment from a potential employer. The relief can mean you will be tempted to jump at the opportunity and there are occasions when you are genuinely happy and accept without any further discussion. However, it is better to explore any unresolved issues before accepting the job.
Questions you should ask:
Do I want this job?
Does it align with my priorities, such as salary, work-life balance or growth?
Do I have any unresolved questions about the job description or title?
Do I have any concerns about the company culture or personalities involved?
How does this fit in with my overall career direction?
Is the package in line with what I had hoped for?
Is the package in line with the market rate for the role?
What are the issues I want to negotiate?
Which ones are critical and which ones would I be prepared to let go?
In preparation for negotiation:
Plan the conversation and make notes of key issues that need to be covered.
Start with the positives, such as what is right about the position, the company and the offer.
Use questions, not demands, for example: “To what extent is the salary negotiable?”
Don’t press too hard, unless you are prepared to walk away.
Remember some companies do not negotiate, it is a “take it or leave it” offer.
Some key points to remember:
Keep the atmosphere congenial.
Go for the ‘win-win’ scenario; both parties need to win some concessions.
Evaluate how much the company wants and needs you.
Put all of the points on the table at the same time.
Set the agenda starting with the most important item.
Don’t make an impromptu decision during the negotiation.
Depersonalise your questions, for example: “Would the company be willing to …?” or “Could the company consider …?”
Have a contingency plan if salary is not negotiable, such as bringing forward pay review dates.
Decide if you are really prepared to turn down the offer.
Once all the details have been ironed out, if you decide to accept the offer, make sure the document has been updated, or send a letter expressing gratitude and confirming the major amendments that were discussed.
If it appears that you are not going to reach an agreement or accept an offer from a company you have negotiated with extensively, be sure to sign off on a pleasant note. If the lack of agreement was over salary, it is not uncommon for a company to come back several months later with a higher salary. It could also happen that they will remember you in the future, when an even better opportunity arises.
Ultimately, your next career move should be a step toward both professional and personal fulfilment. The right position should not only advance your career but also support your overall well-being and aspirations.
Topics covered in DMA Group’s outplacement and career transition programmes include practical advice on all aspects of career transition, from CV formatting and proactive & reactive approaches to job search, to interview skills, job offers & negotiation.
For more information, visit www.dma-group.co.za, email info@dma-group.co.za or call +2711 888 9009. We would be happy to discuss how we can assist.
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