Negotiation of an offer by a candidate usually takes place when the candidate is interested in the job yet tries to bargain a better offer. This usually happens when more experienced candidates or much sought after candidates apply for higher positions.

If a candidate brings up the talk of a better offer or claims to have offers from other organizations, it is important to tell the candidate you would need some time to get back to him/her. This lets the candidate know that you are interested in hiring him/her without being over enthusiastic. If you appear too eager to hire the candidate at all costs; it unconsciously gives him/her a better edge to negotiate even further. Here are a few points to keep in mind:

• Always ask for some time to get back to the candidate with an alternate salary package. That way, you can review the package and make changes if needed especially if the candidate has expressed disappointment with regard to a particular clause or salary benefit.
• If you decide not to make any changes to the salary package that was initially offered to the candidate, asking for some time allows you to prepare for your next meeting with him/her.
• Using the right language while talking to the candidate is important. For example, a good way to begin the conversation would be to say,’ We looked at many candidates for this particular position and we are happy to let you know that you are our first choice. It was a tough call but we think you would do complete justice to the role and fit in with the rest of the team as well. However, I would need some time to review the current offer with my colleagues and see what we can do about your concerns. Let me get back to you on this.’ This lets the candidate know that you are still interested in hiring him/her and that you are willing to think about his/her requests without promising anything.
• If the organization has a policy of regularly promoting employees based on performance appraisals and overall job performance or increasing salaries yearly, then this is the right time to talk about such policies. It could help influence the candidate to take up your current job offer.
• If the negotiation is a successful one, it is important to ensure that the proceedings do not affect the candidate when he/she joins the organization officially. On the other hand, if the candidate decides to turn down the offer, it never hurts to wish him/her all the best in other ventures.