By Kim Little

Never discuss salary until the job's been offered. You run the risk of over or underpricing yourself before you get started. Don't be pressed - explain that you really need to know more about the position before discussing salary. (If they continue to ONLY discuss salary, I'd take a second look at the company. They are either desperate or broke, why wait to take the job to find out!) Remember too, that benefits and bonuses are part of the negotiations - an excellent vacation/health/flex-time package or educational reimbursement may compensate a lower salary.

Research the company including its financial position, and try to secure information about the range of salaries for the position you seek. During negotiations, you need to appear professional, interested, confident and knowledgeable - not overly competitive. Let it be known that you are BOTH working toward a mutually beneficial arrangement. Restate what you feel you are worth and why, and let them make the counter offer.

This is still a crucial selling stage of the game - it is important to continue to establish how hiring you will contribute to the company's bottom-line objectives, as well as your interest in joining their organization. Remind them of past accomplishments, your qualifications, and ideas for the future. Having a plan written out is also a good idea. For example, if you are being brought on as the new Telemarketing/Customer Service Manager, present them with a list of goals and changes you plan to implement. Anything you've presented in writing is always a plus to you, especially if you are part of a large group of candidates.

If you are really fixed on a salary, try to negotiate some of the benefits you don't need. For example, if your spouse has an excellent health care policy, you might not need your company's -- suggest a higher salary instead; same goes for losing a week's vacation, etc. Offering compromises will help you display your flexibility to the employer; you are willing to work with them.

After an acceptable offer is made, don't say YES right away. Be enthusiastic and appreciative, and ask for at least a day to think about it. You still need time to determine whether this is the job and salary for you. If you're still not satisfied, let them know - you'll learn how adaptable they are. Once you've decided, GET IT IN WRITING - including any discussions of bonuses/percentages, performance review schedules, job expectations and requirements, etc.

Whatever you discuss with regard to money or "promises," write them down, and secure them on paper with a signature from the employer. If they balk at getting anything in ink, say goodbye and move on to the next offer.

Courtesy of Fast Track Resumes 

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