As a negotiation skills speaker and negotiation skills consultant, a frequent question that comes up in the Q&A sessions on negotiation is if the act of negotiation is just to reach agreement on contracts or the dialog between a sales organization and client. The question was far more meaningful than we might imagine especially in the present day where it is difficult to hire and retain exceptional people.
The interview is always a negotiation
What COVID-19 “accomplished” was to accelerate changes that were already in the air; for example, the hybrid workplace. Another outcome of the pandemic was the so-called “Great Resignation.”
Employees realized they had choices, and in many cases those choices included leaving situations that were undesirable in terms of salary, benefits, lack of corporate social responsibility, overt or subtle discrimination and a myriad of other reasons. The more old-line companies with poor benefits or values dug-in, the more that valued employees either resisted or left.
Hiring managers, HR departments, recruiters and the like realized that to find (or retain) great employees they had to negotiate. As a negotiation skills speaker and negotiation skills consultant and author, I must ask an important question: “Are you prepared to negotiate with a prospective employee?” Initially, my question may sound absurd, but unless organizations are willing to negotiate for new employees or to retain existing employees, you may risk the loss of valuable talent.
Where did we fail?
As great employees left and prospective employees said, “No way,” the rallying cry of where did we fail? was heard virtually and in-person. Why? Because companies failed to negotiate. They failed to understand that in this economy, good employees have a choice and want a choice.
How can you help your company to hire and retain great employees? As a negotiation skills speaker, let me offer some comments:
- Every manager who is in a position to hire must understand that most potential new hires turn down jobs because there was no attempt to negotiate.
- The interviewer must convince (negotiate with) potential new hires they want them there.
- Many interviews fail because companies are not prepared for the interview. The potential new hire may be, but the organization isn’t. Is your organization prepared to impress as much as to be impressed?
- In a group interview does your company know who is asking what questions?
- What do your offices look like if the interview is in person? Who will discuss background or leadership or leadership?
- If virtual interviews, be sure the backdrops are professional.
Make certain the candidate is as impressed with you, as you are with them. Negotiation can be the difference maker. Understand that while the rules have changed, it doesn’t mean a negotiation can’t make a major impact. Your next terrific candidate is out there, wanting to meet you but please make sure they feel welcomed.
To contact Mike Hourigan, Negotiation Skills Motivational Speaker, for an in-person or virtual presentation, please call. Contact Mike today at (704) 875-3030 or fill out the form below.
