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Articles - Negotiating

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Abraham Maslow, SPIN Selling, and Recruiting

Lou Adler, June 20, 2008

Topics: Assessment, Negotiating, Recruiting

Understanding human behavior can help you recruit more passive candidates.

When filling a job order, most recruiters search through virtual stacks of resumes hoping one stands out, matching most of the skills and experiences listed on the job description. When calling a person, the recruiter attempts to gain this same information by first describing the job and then asking the person to describe his or her background. If there's a fit, the selling process begins.

» Continue reading "Abraham Maslow, SPIN Selling, and Recruiting"

Inside the Mind of the Top Performer - Part I

Lou Adler, January 9, 2008

Topics: The Official Rules for Hiring Top Talent, Interview Training, Negotiating, Networking, Newsletter, Recruiter Training, Recruiting

Top performers are different than average performers both on the job and how they look for a new one. Simply defined, a top performer is a person who consistently exceeds expectations. While you might be able to determine a person's potential to be a top performer in 30 days or so, it takes at least a few months to determine if a person is a top performer. This has to do with motivation, team skills, and the consistent achievement of results. For a variety of reasons, just because a person can do the work, it doesn't mean the person will do the work. Generally speaking, if a top person takes a great job that perfectly fits his or her needs and aspirations, it's unlikely the person would even consider changing jobs in the first year or so. The person is typically on a steep learning curve, making an impact, and highly satisfied with the current work and the potential future opportunities.

» Continue reading "Inside the Mind of the Top Performer - Part I"

Work Smarter, Not Harder

Lou Adler, September 6, 2007

Topics: Interviewing, Negotiating, Newsletter, Recruiter Training, Recruiting, Sourcing

I'm in Australia this week working with a number of different recruiting organizations. In Australia the talent supply is far short of demand, so getting assignments is relatively easy, while finding and closing strong candidates takes exceptional sourcing and recruiting skills. Candidates always have multiple offers and counter-offers are standard. To meet this challenge head on, the recruiting teams I'm working with wanted to figure out how to double their monthly production within six months.

» Continue reading "Work Smarter, Not Harder"

The Psychology of Recruiting Top Performers

Lou Adler, August 31, 2007

Topics: Negotiating, Networking, Recruiting, Sourcing

You've just placed a top performer in a new job. It's a great fit right off the bat. The job is as advertised, job expectations were clear, the person is making an impact, doing work she enjoys, working with a great team, and working for a top-notch manager who is a true mentor.

» Continue reading "The Psychology of Recruiting Top Performers"

Learn to Defend Your Candidate from the Competition and Dumb Decisions

Lou Adler, April 13, 2007

Topics: Negotiating, Recruiter Training, Recruiting, Working With Hiring Managers

The demand for top people has exploded. Part of this is due to demographics, a strong economy, and a widening gap between those with high-demand skills and available supply. Matters are made worse by the increase in workforce mobility, the blurring of the lines between active and passive candidates, and the transparency of the job market.

» Continue reading "Learn to Defend Your Candidate from the Competition and Dumb Decisions"

How to Negotiate Compensation

Lou Adler, November 11, 2005

Topics: Negotiating

Sometimes you just don't have enough money in the budget to attract a top person. The following compensation negotiation techniques will allow you stretch your budget 10% to 15% without paying extra. But be careful using them. They're for professionals only. Without practice, you might wind up paying more or losing a good person for dumb reasons.

» Continue reading "How to Negotiate Compensation"

The Science of Recruiting - Part 10: Closing and Negotiating Offers - Advanced

Lou Adler, March 5, 2004

Topics: The Science of Recruiting, Negotiating, Recruiting

Sometimes candidates say no. Sometimes they say it when you first call. This isn't so bad. When they say it when you're just about to make an offer, or have already made the offer, it is really bad. But don't lose total hope; there are still some things you can do to try to recover from this fateful event. The Science of Recruiting is, after-all, built on sound principles to guide the recruiter through the landmines and pitfalls of hiring top people.

» Continue reading "The Science of Recruiting - Part 10: Closing and Negotiating Offers - Advanced"

The Science of Recruiting - Part 9: Negotiating and Closing Offers - The Set Up

Lou Adler, February 27, 2004

Topics: The Science of Recruiting, Negotiating, Recruiting

Now we're down to one or two final candidates, and the offer process is about to begin in earnest. If you've uncovered the candidate's key concerns as described in earlier articles in this Science of Recruiting series you know what you have to do to move the process to closure.

» Continue reading "The Science of Recruiting - Part 9: Negotiating and Closing Offers - The Set Up"