Research your career:
Search the internet and find the average industry pay scale of your future position. Also take some time to see how much the company you're applying for pays their employees. Some companies only hire from within for higher positions, so you may only be able to get an entry-level position. Using the internet average of what you should be paid, make a minimum expectation on what you want to be paid. If the company isn't prepared to pay what you want then you're just wasting time attending the interview.
Know how much you're worth:
Determine your demand in other areas and consider that a selling point. You can say something about it if you need extra ammo, but don't be cocky. Don't be afraid to tell them you're interviewing with other companies as well. It might even help if you tell them some strong competitors in their fields, to see if that may weigh in your favor.
Practice, practice, practice:
You can never anticipate how an interview or negotiation will go, but that shouldn't stop you from checking all the angles. Think about different personality types and how they would react to your own, and prepare responses for each way these "bosses" may react. Making sure you're not caught by surprise will help you keep your head in the game. A famous boxing quote is, "Everyone has a game plan until they get hit in the face."
Keep the glass half full:
Don't go into the meeting with anxiety or nervousness. Don't already come in the room defeated or expecting defeat, or you may get it. Don't be trapped in the presumption that you deserve less than you think you do because it will be easier to get hired. Don't settle, and exude confidence. Put your chest out, keep your posture and speak clearly. Maintain eye contact and keep a relaxed, yet confident smile on your lips when you're not speaking.
Put your best foot forward:
Make sure you tell them your achievements when they ask about your last job. Make sure you use facts and figures when you talk, so you sound more reputable. Make sure you list anything that saved your company money, increased efficiency, or anything else that would make a positive impact on your past employers. Speaking to your future boss this way will make them think more highly of you and what you bring to the table. Anything you can say that will make them see you as an asset will make them spend top dollar to have you.
Don't pigeon-hole yourself:
Anything on the application that asks you how much you expect to make, leave blank. Also omit any salary expectations from your cover letters or emails. There's no sense in putting down you want to make $50K if your boss was preparing to offer you $75K.
Don't be the first to bring up salary:
Be patient...I know your first instinct is to jump at the chance to name your salary. Just don't. If you're forced to say a figure, tell them an amount but insist it's not set in stone. Don't go on too much, either. Say what you have to say then go back to listening.
Keep your poker face on:
You just got the offer of a lifetime. Inside you're bouncing around your head with joy and excitement. This will sound completely strange, but hold it in. Don't respond until you've counted to ten in your head. Your silence will speak volumes for you, and if they considered their offer low, they may bump it up to make you respond. Pat yourself on the back later.
Don't go overboard:
This is where research is most important. If you know they're shorting your salary, don't be afraid to just walk away. If you're not confrontational and just dismiss the offer, you'd be surprised how quickly they may call you back with a better offer. However, on the other side of the coin they may hire someone else if you turned down a reasonable offer because you were greedy and wanted more money than what your position is expected to get.
Roll with the punches:
Depending on how bad you need the job, you may want to consider the introductory-level salary. Make sure they offer some form of compensation in the form of employee benefits or additional perks for your achievements. You may not get as much money as you wanted, but if you get a sweet parking spot and full health and dental, that may be just as good or better. Get anything they say you're entitled to in writing, and make sure you ask about how often the company raises salaries. Make sure you come out with what you want, and you were successful in your negotiation!
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