Employment Negotiations at the Executive Level

Negotiation is not inherent in our culture. Thus, we are not very good at negotiation because, unlike other cultures that negotiate daily for many purchases, we don't practice. Where negotiations are fairly common is an employment offer at the executive level.

Emotion and ego play a role in executive level negotiations and using a third party executive search firm keeps the exchanges on a fact-based playing field. While most executive applicants understand they can negotiate on salary, fewer understand the wide range of negotiable points on the table.

Every company has a different list of negotiable provisos that constitute its employment package. The well-prepared decision-maker knows exactly what is in his or her arsenal to offer prospective executives:
* First year guaranteed bonus.
* Equity or ownership.
* Stock options.
* Frequent performance reviews.
* Company car or car allowance.
* Time off.
* Cell phone.
* Company product discounts.
* Travel modes and accommodations.
* Personal chauffeur.
* Country club, athletic club and trade association memberships.

Negotiation at executive levels is not for the faint of heart. It is key to understand the nuances of the negotiation process and apply them at the right moments. It's important not to dread the process. Top candidates who are well-suited for your executive-level position are not going to fly out the door at the suggestion of a compromise. And, at the conclusion of the negotiation, both parties must be satisfied with the final outcome. The burden for assuring mutual satisfaction with the result of the negotiation is squarely on the shoulders of the hiring party, with the possible help of an executive recruiter.

As authentic executive talent becomes rarer, negotiating the offer for an executive position becomes an effective triangulation among company, executive recruiter and candidate. Highly talented candidates are interviewing you as much as you are interviewing them. Good negotiation generally takes time. So adjust your clock, slow down your timetable and allow time for an executive recruiter to lead your candidate and you through the negotiation process.

Note to Editors: About TRANSEARCH International
Executive search firm TRANSEARCH International has representation in most of the major economic centres of the world with 59 offices in 37 countries. TRANSEARCH International was founded in 1982 and is a leading international executive search firm. Employment Negotiations at the Executive Level