Negotiating Your Salary

There is perhaps no subject that worries an interviewee more than how to handle salary and benefits. Here are some suggestions for you to follow.

• Let the interviewer bring it up.
• Know what salary you will accept.
• Know the difference between assertiveness and aggressiveness before you start
  to negotiate.
• Find out the salary range for the position before you offer any salary information.
  Remember that the other person knows what the market is worth, too.
• Certain positions in some fields appear to be non-negotiable. Energy spent
  bargaining is wasted. Examples are management trainee positions in major retail
  chains and staff accountants in large public accounting firms.
• The current labor supply – supply and demand – can sharply influence the success of your negotiations. Obviously, if your skills are in short supply, the conditions are favorable to negotiating increase.
• If your prospective employer indicates that you are superior, your bargaining position is strengthened. During the interview process, be alert for such clues.
• A veteran recruiter will know when and how to bargain, and is more likely than a
  less-experienced recruiter to have more power and leeway to negotiate.
• Clarify your objectives; know what end results you want. Brainstorm; add options. A “creative alternatives” attitude is the approach most likely to yield a satisfying compromise.
• Before you begin bargaining, be sure you thoroughly understand the offer, including benefits.
• If a “last and final offer” is put forth, it should come from the employer, not you.
• Do not negotiate over the telephone.
• Try to settle on a base salary first before negotiating benefits.
• Know when to stop. Recognize the critical moment.