Know your worth but be reasonable when job hunting
First-time job seekers fresh on the employment market face two big challenges — getting a job offer and then negotiating a fair, win-win package.
With more than 60% of Eastern Cape youths out of work, it might seem that any job offer, irrespective of the terms, should be grabbed.
Not so, says Debbie Goodman-Bhyat, CEO of executive search firm Jack Hammer.
“Both parties, employer and employee, can successfully navigate the final negotiations without coming across as too aggressive, greedy, demanding or stingy.
“After the screening and interview processes are complete, sealing the deal becomes a delicate dance, where both employer and candidate must push for the best deal for themselves, without losing the goodwill established in earlier interviews and possibly jinxing the entire thing.”
Glynis Bentley, branch manager of East London’s Sheldon Human Capital Solutions, said one of the many negative aspects of a struggling economy, where there is a big discrepancy in the ratio of jobs to applicants, is that some employers will, and do, attempt to take advantage of the situation and offer less than market-related salaries for the region, qualifications and skills.
It is not only young firsttimers that run the risk of this type of discrimination.
The result she said, was that skilled candidates looked elsewhere.
“As a job seeker it is important to know your worth and be confident enough to negotiate a fair package for yourself,” Bentley said.
Goodman-Bhyat said a candidate’s best chance to negotiate a package was when a prospective employer showed they wanted them on board.
“However, it’s really important to keep a balance between what you, as a job seeker, want, and not frustrating the employer or creating tensions over the negotiations.
“Because, if candidates overplay their hand, they risk turning off an employer who was ready to make a decent — if not shoot-the-lights-out — offer.
“At the same time, if there are elements of the offer that candidates are not happy with, now’s the time to voice concerns and ask for what you really want.
“It’s all a very delicate balancing act, not to be underestimated,” Goodman-Bhyat said.
She said keeping a negotiation amicable and avoiding confrontation was easier if applicants followed smart negotiation keys to successful winwins.
They should compile a list of all elements of the package and ensure they fully understand each aspect.
Then they should draft questions on the areas of confusion and list the important things they insisted on or else would be comfortable walking away.
They should use the list as an agenda for the final job offer.
This homework would ensure there were no surprises or things that should have been voiced at the meeting, but were forgotten in the excitement of an offer.
If the salary and benefits were well short of the target, applicants could ask for more, but this was best done on the basis of what was realistic for the company, not on what the applicant needed.
Goodman-Bhyat said prospective employees should approach the meeting with the appreciation that candidates would at least want to match their existing salary if they were employed, or get the best and fairest going rate if embarking on their first job.
It’s all a very delicate balancing act, not to be underestimated