A candidate’s motivating factors are extremely important. They help you determine if a role is a good fit for what that candidate is looking for, they help you keep the candidate’s interest during the recruiting process, but they can also help you negotiate pay rates. For some candidates, accepting a few dollars less for a role may be worth it to have remote work options, a shorter commute, flex work hours, or experience with a new technology. Whatever is really important to your candidate, see if it is important enough to come down on their pay rate a little.

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