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Step-by-Step Guide to Negotiating a Great Salary

Step-by-Step Guide to Negotiating a Great Salary

Kim Lankford | Monster Contributing Writer

At Time of Offer

4. Strike First

Try to mention a specific salary before the employer does. This will start the negotiations in your ballpark. “The whole negotiation is based on that first offer,” Pinkley says.

5. Don’t Commit Too Quickly

The employer often offers the job and salary simultaneously. Never say yes right away — even if you like the offer. “I would always come back and try to get more,” Pinkley says. Tell them you’ll give them an answer within a certain time frame.

6. Make Them Jealous

If you’ve been interviewing for other jobs, call those prospective employers, tell them about your offer, and see if they can speed up the interview process — or make you an offer. Knowing you have another offer will make you more attractive to them.

When it’s time to answer the first employer, mention the other employers’ interest to help boost your value. But don’t make up offers. It’s easy to check, and the interest alone will help you look good.

7. Articulate Your Expectations

Tell the employer what you want from the job, in terms of salary, benefits and opportunity. “It may be time off, flexibility about where you work, autonomy or ownership over a particular area, it may be your title — whatever has a perceived value to you,” says Joyce Gioia, president of the Herman Group, a think tank of management consultants and futurists.

8. Negotiate Extras

If the employer can’t offer you the salary you want, think about other valuable options that might not cost as much. Miller always recommends asking for education, which can make a big difference in your long-term marketability.

9. Quantify Your Value and Performance

Mention your value in quantifiable terms, such as how much money you saved your company and how your projects increased revenues by X thousands of dollars, Gioia says. Then tell them specifically how valuable you expect to be in your new job.

You also can add a few contingencies showing your confidence in your performance. You could ask the employer to give you a salary review after six months rather than a year or for a year-end bonus if you make a certain amount of money. “It shows that you believe in yourself and are committed to bringing what you say you can do,” Pinkley says. "You believe you are going to bring significant value to the organization.