James Scapin, president of JSA Inc., of Atlanta, also recruits executive high-tech candidates, and he has had his share of surprises when dealing with clients who have already received an offer. While most companies do not mind considering more perks for a qualified candidate, they don't like to receive requests after the negotiation is finished. But some candidates still decide to wait until after an offer is extended to ask for critical items. Another candidate wanted to relocate from the Bay area. And as Richards stressed, Scapin, too, advises recruiters to prepare ahead of time for negotiation - something that can thwart those surprises.
Preparation is the key for a successful and painless negotiation - regardless of position level.
At times, we assume a senior IT candidate is experienced in changing jobs, the interview process and job negotiation, but that is not normally true. The job of the recruiter is that of an educator, as Richards indicated, and Scapin said it is necessary to talk openly with the candidate and ask as many questions as possible to get all the surprises that pop out in negotiation to come out earlier. Often, it is necessary for the recruiter to advise his or her client about a proper negotiation strategy, as well as the candidate, in order to make the process go more smoothly. In Scapin's opinion, the best strategy for the hiring company is to make only one offer after all negotiation has been concluded. After the offer is extended, no more negotiation should follow.