How to negotiate a new deal without losing the right person
Before talking numbers, work out what the person actually wants. Salary matters, of course, but so do travel, flexibility, progression, overtime, training and the type of projects they will work on.
If the candidate asks for more money, don’t jump straight to yes or no. Ask what sits behind the figure and look at the full package. A few thousand pounds can be less important than a manageable commute or a route into a more senior role.
Be clear about what you can approve and when you will come back to them. Dragging the offer out is often what loses a good candidate.
