Even experienced employers sometimes insist on becoming too involved in the recruiting process despite the fact that it’s often not in their best interests. One of the areas where recruiters experience client resistance is during compensation negotiations.  Some employers feel so much anxiety when trying to win over a desired job candidate that they prefer to present the job offer personally.  Unfortunately, this insistence on presenting the job offer may work against the employer.  Below are a few tips on how recruiters can help employers understand why allowing the recruiter to present the job offer may be in their best interests:

1. Job candidates are often more willing to tell a recruiter about a competing job offer.  If a recruiter presents a salary amount that is not competitive enough, the job candidate may feel more comfortable telling them why the offer is inadequate compared to others.
2. Job candidates often view recruiters as objective third-parties with whom they can comfortably share their reasons for rejecting a job offer.  For example, the job candidate might not feel free to tell an employer that the salary offer is way too low for fear that it might insult them and jeopardize future work with the company.
3. The recruiter can serve as an advocate for the company by helping the candidate understand the non-monetary benefits of taking the job. For example, the recruiter may talk about other job candidates hired by the company who have since been promoted and/or received raises.  The job candidate is more likely to accept this factual information from a recruiter as objective than if it came directly from the employer.