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    面試技巧 首頁 > 美業職場 > 面試技巧 > 正文

    候選人覺得薪酬太低,HR該怎么進行談判?

    2019.08.20 出處:138大美業人才網 作者:一大橙子 責任編輯:陳藹妍

    薪酬是HR最膽戰心驚的一關,一個職位招了很久,好不容易才確定了一位人選。沒想到的是,候選人說覺得錄用的薪資低。

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    薪酬是HR最膽戰心驚的一關,面試那么久,聊得很開心,與候選人一見如故,仿佛失散多年老友,只差抱在一起。

    可是呢,一談到工資,候選人就立刻變了臉,說覺得錄用的薪資低。

    你看該面對的還是要面對,沒辦法,誰叫薪資又不是你一個HR說了算。

    不過,老板開出多少薪資是他的問題,你用他的薪資招不到人是你的問題,你必須要解決。(明教教主語氣)

    這時候你可千萬別把鍋甩給你老板,對候選人說:“這已經是我們的最高預算了!”

    這樣的推托,無形中降低了你HR的影響力。讓候選人覺得和你一個區區HR溝通也沒什么用,大大降低了繼續面試溝通的意向。

    那我們到底要如何用合適的價錢做合適的買賣招聘呢?

    畢竟我們HR時間那么寶貴,不能讓面試工作都做了那么多,賠的笑都白笑了對吧?

    首先我們明確薪酬談判要達到兩個目標:

    一是吸引與激勵人才。

    二是保證內部員工的公平。

    然后我們要心里有數,薪酬的上限和下限是多少。

    薪酬談判的最終目標絕對不是把人才期望的薪酬壓到最低,而是為企業找到最適合的人才,并且給他一個雙方都能夠認可的薪酬。

    所以在跟老板商量該崗位的上限和下限的時候,千萬不要老板說多少是多少。

    如果老板給出了一個很低的薪酬預算,你這時候不提出異議,為難的是你自己后面招人。

    畢竟生活不是狗血電視劇,老板也是會跟你講點道理的。

    這時候一定要做好行業內該崗位薪資水準調查,再根據企業的經營情況,有理有據給老板報出薪酬預算,再明確好這個檔位的薪酬能匹配到什么樣的人才,綜合評估對人才的吸引力有多大。

    這些都要有理有據,在前期工作中跟老板匯報好,用事實說話。

    薪酬預算清楚了,接下來我們就要回到如何在面試過程中通過三步走跟候選人進行薪酬談判。

    01

    詢問具體理由

    如果候選人給出行業標準,或者是他舉出某位熟悉的朋友在同類型公司、崗位的薪酬標準,亦或者是現在的公司正在挽留他,其他公司給他開出了更高的價格,還有其他各種可能。

    對于候選人的理由,HR不要作評判去否定候選人,更不要詆毀其他公司。

    這時要給候選人表達和釋放的機會。否則只會招致候選人反感和不信任。

    此時HR的做法應該是,先詢問候選人的薪酬期望,并告知候選人會跟老板以及用人部門溝通,溝通結果一出會立刻告知。

    這個做法是要給HR自己留時間去調查候選人所說的公司是否真的能給出更高的薪酬,這些公司的崗位職能與我們公司的崗位職能有什么差別。

    畢竟很多時候崗位名稱一樣,職能細分下去卻各有不同,因此給出的薪酬價位也不同。

    比如候選人所提到的公司技能需求更高,所以工資也更高。你就可以打電話跟候選人說明情況,并說未來公司也會逐步開拓業務,你所就職的崗位重要性也會越來越高,薪酬待遇這方便我們也會跟上去的。

    如果別人公司真的是同樣的職能卻能夠開出更高工資,那沒辦法了,錢不到位,人才也不會到位。

    02

    強調求職動機

    如果候選人在面試的過程中,有比較強調的求職動機,可以通過強化這一點來增加薪酬談判籌碼。

    并且思考自己的公司和職位有哪些方面可以和這個點來契合。

    如:升職制度、領域拓展、交通、福利保障、所屬部門上司的工作經驗、項目經驗、客戶資源、工作分配、培訓、出差、假期等,為候選人分析,公司提供的這些資源能夠為他未來的職業發展提供什么樣的幫助,給候選人一個下定決心說服自己的理由。

    招聘人員還可以考慮是否請用人部門的領導出面再和候選人溝通。以體現對候選人的重視。

    03

    彈性調整薪資報酬

    可以在了解候選人明確的最低能接受的薪資,要求其出示目前工作的薪資單的基礎上,可以考慮入職獎金、績效獎金,試用期后調薪,調整職位名稱、額外的培訓機會等。

    或者在招聘管理層崗位的時候,如果對方期望月薪是高于預算但基本等于或低于年薪水平。

    也可以說:您的薪酬是年薪制浮動薪酬,雖然固定的月薪可能達不到您的期望,但如果業績達成,全年總收入會比您的期望值還高。

    當對方整體期望薪酬水平比企業薪酬水平高時,我們可以說:目前我給您說的是試用期工資,相對低一些,轉正后會有一定幅度的提高。當然如果您入職后工作表現滿足企業期望,企業會有進一步的薪酬調整空間。

    有一個小技巧,如果對方回應我們的薪酬期望比較高的時候,我們可以用很夸張的表情說:“啊?”

    如果對方是漫天要價的,這時可能會因為心虛覺得自己太過分了。

    有的候選人可能馬上會說:“這個薪酬還可以談的。”雖然有的人可能沒說,但我們已經能看出他的不安,我們也可以據此知道這位候選人的薪酬是可以談的。

    當然,提高基本工資效果最直接,不過這會影響薪酬系統及內部平衡,不能經常用。

    人才競爭是企業運營管理和發展的重要工作,直接影響企業的核心競爭力。

    所以最終定薪要考慮漲薪幅度、面試風險、候選人意愿、內部平衡、以及各因素的平衡。

    同時,為了滿足招聘和人才競爭的要求,定薪有一定的靈活性,才不會因為幾百塊錢錯失重要候選人。

    相關閱讀 薪酬 薪資 談判

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