Often the dreaded and sometimes hardest part of the interview process is the salary negotiation. Why do negotiations seem so scary? Most feel unqualified and unprepared to maneuver through negotiations and come out with a good deal. Job seekers also think the offer may be rescinded or that they may diminish a positive first impression by coming off too pushy.  Neither is really the case. When negotiations are done with the right attitude and based on substantiated facts, job seekers many times improve their first impression by being equally prepared to discuss salary as they were discussing the needs of the position.

Below are a few helpful tips put together after reading several articles and books including a top selling salary negotiations book by Jack Chapman, Negotiating Your Salary: How to Make $1000 a Minute, that will prepare you to get the most out of your next salary negotiation. 

1. The company is not going to take back the offer if you counter during salary negotiations. Remember the hiring manager has offered a position to you and expects you to negotiate, as long as it is done respectfully and using relevant and reasonable strategies.
2. Always wait if possible, to discuss your salary expectations until an offer has been made. Give the interview process time to finish so you know that you have gotten all the facts, have given your best information and have been offered a position that you actually want with the company.
3. Have your ammunition ready to use and impress. Make sure you research the similar local positions for the current salary range, if possible find out what the hiring company’s range is, and know what are your absolute bottom salary and expected range. A few helpful sites to use during your research include www.salary.com, www.online.onetcenter.org and www.bls.gov/oco/.
4. Let the interviewer start the negotiations. It has been proven that who ever begins the negotiation activities loses the upper hand and will not likely get the salary negotiated closer to their desired amount. So if possible, avoid giving out numbers first. Ask what their range is or if they have a figure in mind or even what the previous employee at that position was making to get things started.
5. Start with just the salary and work out the benefits after the salary has been determined.If you have pushed into revealing your expected salary range or figures, always go 10-15% higher than what you really want, not the bottom absolute, but what you would be comfortable with. Once you have come to an agreement regarding the salary then move on to the “bennies and perks”.
6. Keep things flowing and flexible.Don’t say no or yes to the first offer, even if the offer is unacceptable or unbelievably high. Remember there are a lot of chips to bargain with besides just your salary including; relocation fees, signing bonus, evaluations, holidays, sick days, health care options, retirement options, car allowances, expenses, and educational reimbursements which are some of the main areas to consider in your hiring package. Start slow and be willing to work with the interviewer.
7. Along with your salary research preparation, take time to realize which benefits and perks are and are not negotiable to you.If you can live without certain perks such as college reimbursement or health care insurance use these to leverage a higher salary. By knowing which extra’s you can live without and the value of each, you can use these to your advantage during negotiations.

 The salary process is an expected part of the hiring process. Even though it is never very comfortable, you can complete the process with confidence by being prepared. Knowing your range and bottom-line will keep you from accepting a position that is not going to pay you what you deserve or expected. Being patient and working through all the benefits that come with the new position will be rewarding to those who are prepared.