Job seekers: four reasons why you should almost never negotiate compensation and other benefits over the phone and how to handle!

#1 Assume other side are experienced negotiators – and chances are you’re not!

#2 A verbal negotiation is live. Did I mention the other side is experienced negotiating and you are not? Would you perform live music or comedy before a live studio audience? Not unless you’re a comedian, actress or up for drunk karaoke! Would you fight someone must stronger than you? I think not!

#3 Too many elements/complexity to negotiate over the phone anyway. Translation: Not the right forum! A) takes too much time and B) chance of misinterpretation/misunderstanding.

Compensation alone can be complex, as not everything is base. There’s also (potentially, depending on your situation) commission, a bonus structure, stock, equity etc. And many, many other elements are negotiable – start date, vacation days, health benefits, job title, and if applicable, relocation expenses, company car, and working from home post-Covid/telecommuting, etc). Would you pay a contractor without an invoice and knowing the terms in writing of the warranty on parts and labors? No.

#4 They have to put all details in writing any way – so why even engage verbally?

By the time you get to this stage, who’s fault is it if the employer doesn’t know what you’re looking for $ wise? Answer: their fault! So why should you engage with them now? They could have asked for your salary requirements earlier in the interview process. That’s their problem to figure out now, not yours!

In short, have the discipline to set boundaries – do not to engage on specifics!

So how to handle it? Key themes:

#1 “You’re excited to be getting an offer.”

#2 Politely say you’d like to “see the offer in writing so can review it in its totality with your family. When might you be able to email that over?”

#3 If asked, “yes, I am still interviewing but I really want to work for you. Look forward to receiving the offer soon!”

Rare exceptions to negotiate verbally: Another company has made you an offer, yet you’re letting this employer know “I’d really like to work for you though.” Even then, I wouldn’t get into any specifics, just share the other employer made you a “very generous offer with a deadline to respond of…” If they really want you they’ll make an offer and then go from there.

Questions? Need help? I provide a free consultation and can be reached at 858-531-7128 or [email protected].