The Job Search of An Exec: The Negotiation Process

THE CONCLUSION OR THE NEW BEGINNING

Over the last month, I have been openly sharing my job search experience and all the highs and lows that came with it. In the first newsletter, I spoke about creating your own opportunity (see here ). In the second, about fostering and reaching out to your network (here ), and in the third about the interview process (here ).

Today, I would like to dedicate this newsletter to the final stage of the process, from making your choices to negotiating to final celebrations.

As I was having a lot of discussions, some of which became more serious, over the job search process, it was eventually time to actively pursue and focus on those that were truly concrete.

?? Please note that you should absolutely follow up on any discussion you have. Anyone you are talking to, even if recruiting you is their priority, has many more urgent things to do in their working day. Don’t take it personally. ?

Now, I ended up with three concrete opportunities.

One with a multinational firm, another with a middle-sized company, and one with a list of clients to launch my own business. Funnily enough, I randomly received two job offers at midday and 10pm on the same day. Talk about a coincidence….

?? THERE’S A DIFFERENCE BETWEEN A CHOICE AND AN OPPORTUNITY. The company isn’t giving you a choice but an opportunity that you initiated, and the choice to accept it or not is ultimately up to you.

Does it align with your values and your current wants? And are you willing to compromise?

When I listed out what I was setting out to accomplish in this point in time, I chose to start a negotiation with the middle-sized company.

PART 4?: THE NEGOTIATION PROCESS

In a negotiation, it doesn’t matter whether you’re speaking with a headhunter, HR, a middleman or the client directly; they will ALWAYS start by making the lowest possible offer. The opposite is extremely rare.

So, this means there is always some wiggle room to negotiate.

But with any negotiation also come the breaking points for each party involved, a minimum salary below which you will not take the role, for example.

Before embarking on the negotiation process, identify your own breaking points and list out everything that doesn’t constitute salary compensation, incl.:

• Travel allowance
• Bonus schemes and work incentives, for instance by defining KPIs and being incentivised to achieve these targets
• Benefits?: paid leave and holidays, flexible schedule, professional development, hybrid workplace, training courses, gym memberships, health insurance…
• Pensions

You can read more here .

With this in mind, let them make the first move. Because you don’t want to pass their breaking point right at the start by being unreasonable, and they have a budget and know what they want.

Express your demands, being direct and honest, and at the same time, remain enthusiastic! State how sure you are that you’ll come to an agreement without showing any frustration.

Once it’s started, it’s like any other negotiation. Do not rely on personal circumstances that are irrelevant to your future employers to justify what you want – whether you have children's education to pay for, a three-hour commute, a mortgage, or loans to repay are irrelevant to the process.

Conversely, utilising these points may actually work against you. Because you have already proven yourself and the company has made their desire to work with you clear.

The offer is on the table. It’s simply a question of finding a number that both parties are happy with.

Several reminders?: stay open, positive and confident.

?? After this, there will inevitably still be some blocking points. To overcome these, identify who the decision-maker is, i.e., not HR or headhunters but likely the department or company head.

• What you can do is pick up the phone to call the person in question directly: emphasise how delighted you are to join their company and work with them but say there are two or three points that need clarification which you wish to iron out with them to move forward. ?
• Acknowledge you are okay to compromise on X if they can accept Y as a counterpart instead. For instance, if the company is offering a 20% bonus when you were hoping for a 25% one, you’re okay with it if it can guarantee a 20% bonus for the first year.
• Leave the call with an agreement that you confirm by mail in writing, restating the points you’ve both agreed upon and the date you are set to start!

In the following days , you’ll have signed the contract. Meaning it is time to CELEBRATE.

??

On average, there will only be 4 or 5 times in your life that you'll have this opportunity to go on vacation without thinking about a previous job or a future one! You are 100% free. Don't skip out on taking a break, even if it's only for a week.

You worked hard to secure this role, and instead of worrying about whether you'll succeed, revel in it.

In my case, I organised an apero (happy hour) and invited my best friends to enjoy champagne before dining out. ?

It is the end of a process and an achievement that needs to be recognised, and it is time to celebrate you!

Oh, and what was the company?

I chose the role most in line with my values at this point in time, which was Spitfire Audio .

The company comprises about one hundred people who produce the best handcrafted sounds. We put the best musicians in the best studios, such as Abbey Road Studios, and make the recording accessible, note by note, instrument by instrument, to the biggest composers in the world, as well as singer-songwriters, music makers, and more.

Incidentally, after embracing the opportunity and making the choice to join them, I found out my daughter was a big fan of Spitfire Audio—I’d definitely made the right one!

Key Takeaways:

1. The company gives you an opportunity, but it is your choice to make.
2. Your choice aligns with your current values, wants, and potential concessions.?
3. Integrate the notion of breaking points into your negotiation.
4. Remain optimistic and enthusiastic, keeping your objective in sight.
5. Celebrate in a way that feels meaningful and personal to you.

On a personal note, I want to thank you for your kind feedback and encouraging comments on this newsletter series on how to find a new role. Many of you have contacted me in 1:1, thanking me that it really helped them, and I take none of it for granted. :)

I have to say, I really love my new job – & even more so than my previous one. The people here have so much passion and expertise, it is a pleasure to be at the office every day. Hope it will last!!