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Following a successful
job interview and a letter or call offering you the job, it is time
for phase two. Don't rush to accept the offer. Now is your moment of
maximum leverage. They have settled on you for the job and they have
convinced themselves you are the one.
As a veteran of
countless recruitments from trainees to directors, I know how much hope
(not always realistic) is invested in the job offer. Just as in buying
a new car, the employer wants his/her choice validated and won't easily
be put off.
Do not accept
the offer. Ask for another meeting. All of the following are usually
negotiable in some way or other.
• The
starting salary
• How soon it will be reviewed.
• Your start date
• Outstanding leave booked through your old employer.
• Other benefits such as private health insurance, pension
contribution, season ticket loan, or company car.
These can be difficult
in large organisations where benefits like company cars are very visible
and the 'if we give it to you we will have to give it to the others'
argument is hardest to refute. Also don't forget that the value of some
of these benefits will be treated as income by the Inland Revenue and
taxed.
Finally,
and most importantly, your reporting line and freedom to reorganise
staff reporting to you. This can be of crucial importance if you are
going after any job where you are more than one rung up the ladder.
If you have a free hand in reorganising and getting rid of dead wood,
it could make all the difference between landing in heaven or in hell
- and I speak from bitter experience here.
Before committing
yourself, ask if you can visit and talk to people in the office.
Many good employers will have already done this as part of the recruitment
process. If you know anyone in the company, there's nothing to stop
you doing your own unofficial research.
Don't fall into
the 'leafy lane' trap, where you fall in love with one job or one
employer without considering other options. If you have genuine doubts,
not the usual nervousness about change, just say no. Remember, these
days it's your choice.
WHAT YOU SHOULD
NEGOTIATE
• Starting
salary
• Review date
• Your start date
• Outstanding leave
• Health care
• Pension
• Season Ticket loan
• Company car
• Your reporting line
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