Interview Tips: How To Negotiate a Great Package

So you've got to the interview. What happens when the interview gets underway, and how do you go about negotiating a great package?

So you've got to the interview. What happens when the interview gets underway and how do you go about negotiating a great package? Oliver Hansard gives his advice on job search success and beyond.

Be Prepared for Open Questions

“Tell me about yourself.” It’s the inevitable opening question, so be prepared for it. In many ways it's a great opportunity to share enough of who you are and to find out, by their reaction to your response, if you will really fit into their business.

Try to practice a structure for this answer which flows naturally and ends up justifying why you are perfect for the role. Maybe start with your values and purpose and bring in examples of skills and achievements that stand up as evidence supporting their decision to employ you. Think about a structure or a clear narrative that logically links the essence of you to the job. And practice.

How Personal Should I Be in an Interview?

The answer to this one is, not surprisingly, personal! I would start with asking yourself, how much of myself am I comfortable in bringing to work if I did get the job? With this in mind, consider if you do want to talk about your family, your hobbies etc. If you do, make them relevant to the role and talk about them in terms of them enabling you to be a success in the workplace. If you are more private, stick to work related topics. Either way, just make sure the real you comes through.

An open question can be a friend and a foe. They are used as a device to see how interviewees deal with unstructured questions and to see if they talk themselves into dead ends or around in circles. With a little preparation, you will want to be asked them as you can direct the conversation more and give yourself the best chance of success.

Demonstrate the Right Skills and Behaviours

Use the whole interview process to demonstrate all your skills. It’s the best chance for your potential employer to have a real sense of what it will be like to have you in their business. Start with the recruiter, particularly if the role is being managed through an in-house recruitment team. Be polite and professional when you arrange appointments; if you commit to do or provide something, follow through.

In particular, be switched on from the moment you are on the premises - if you can be. And that’s with the security guard, the receptionist, the executive assistant; not just with the person interviewing you.

Negotiating Your Package

When it is time to sort out your package negotiate, and negotiate hard but fair. Negotiate as if you were doing a deal for them. So, be well informed; understand the context and the personalities; know what is important to them and how your role will fit into their overall strategy and priorities. Show them what you can do – if you’re a salesman, sell yourself; if you’re a negotiator, negotiate elegantly. Make them want to do business with you.

Show them you have the right set of values and behaviours that will sit well with their business.

Your behaviours and soft skills are key. Show them you have the right set of values and behaviours that will sit well with their business. Indeed, so little of the process will be within your control other than the way you behave. Never give a hint of desperation; be calm and content to proceed at their pace. Do the right thing, and you have a better chance of success. Finally, if you want the job, commit quickly when the time is right. Ask for updates, news and intelligence before you join. Be part of the team before you even join the team.

Interviewing is the Best Networking Opportunity

Interviewing is a phenomenal networking opportunity. At its best you get the opportunity to talk to senior executives in businesses you would never otherwise get to. As a minimum, it’s a neat way of finding out what your competitors are up to, of keeping up-to-date with trends in your marketplace as well helping you understand what you are really worth.

Also, really importantly, getting out there enables you to practice your interview skills for the role you really want. If you are not sure about the role, you can take more risks and try different things out. You can also negotiate harder if you are not so sure you want to make the move.

Most importantly, follow up after the interview. Even if the role was not for you or you were not for them part with a thank-you and a bit of class. You never know where you might cross paths with that business again. Their preferred candidate may change their mind or a new role might crop up. You might end up in a company that gets bought by that company. Just don’t burn your bridges and use the experience as an opportunity to gain more knowledge and create a wider network.

Rest Up, Then Hit the Ground Running

So, you get the job you want - fantastic! You’ve negotiated an improved package compared to your previous job, but not too good so that you are under pressure from day one. Great news. But what next?

Have a break. Seriously, take time out. It’s golden time and high quality because you have nothing to worry about from your last job, but don’t know what there is to worry about in your new role. And if your new employer is grumpy about you taking a break maybe that should set some alarm bells off for you. Yes, it’s great that they are keen for you to start, but you must be the best version of yourself from day one.

So how do you hit the ground running? There are things everyone should do when they start a new job, or even move to a new role in the same organisation:

Get a list of the key people you must meet before you join and get meetings in the diary to meet them when you start
Know what your objectives are. Yes, you will have a job description, but what does your new employer think success looks like for you?
Have a plan. It may just be for you; it may just be a commitment to create a plan for your boss in 30 days. Whatever it is, having a plan is great psychology for you to encourage you to make the impactful start you need.