Always discuss salary in person, not over the phone. It is much easier to read the person opposite you when you can see their faces and interpret their body language. Remember, companies are responsible for acquiring your services for a reasonable price. You have the sole responsibility for negotiating your best deal. Companies will regard people with good negotiating skills as a valuable asset to their firm.

Be reasonable. Negotiation is not about playing hardball for the sake of appearing to be a tough negotiator. Be willing to adjust your expectations based on your market value. At the same time, do not accept an offer that does not make you happy. This serves neither you nor the company. Nobody wants to be — or employ — an unhappy worker.

Get the employer to offer the first concrete number. When an employer asks questions such as, "How much will is take to get you?" or "What are your salary expectations/requirements?" do not provide a firm number. If you do offer a number, you will very likely create one of two situations:

1. The number is too low. You short-change yourself and look uninformed about your market value.

2. The number is too high. You appear greedy. You lose the position to a more reasonable candidate.

Instead of offering a concrete number, respond by laying out your current compensation level. Give a detailed base and bonus breakdown. Discuss other forms of compensation that you currently receive, including 401k, stock options, medical insurance, etc. State that you are open to a good opportunity.

If this answer is not enough to get the employer to throw out the first figure, follow up your first statement by responding directly to the original question. Your follow up depends on what step in the process you are in:

1. FIRST INTERVIEW/HUMAN RESOURCES SCREEN

   "This is my current compensation. I need to learn more about the opportunity in order to make an informed decision. At this point I am open, and am very interested to learn about the work being done here."

2. AFTER ATTAINING A GOOD UNDERSTANDING OF THE JOB CONTENT AND RESPONSIBILITIES

   "From what I have seen, this looks like a great opportunity for me. I will consider your strongest/best offer."

   or turn the question around by saying,

   "What figure do you feel is appropriate for someone with my skills?"

Once a number is given to you, determine whether it is acceptable. If there are items in the offer that you are not satisfied with, contact the person who extended the offer to you. When you talk to them, be upbeat and enthusiastic about having received the offer. Tell them that there are a few items you need to discuss and resolve. Add that you are confident these details can be worked out. Understand that once you have agreed to the specific terms and conditions in an offer, it will be very difficult to change them.

If the offer is too low to accept on the spot, provide the hiring authority with a salary range to work with that would be acceptable to you. Use your personal salary range, the appeal of the job and the reputation of the company to come up with a fair range for your future employer to consider.

If the first offer is acceptable, consider accepting on the spot. Many companies give their best offer immediately and will not negotiate. Negotiate if the original number is not acceptable or you feel that the company that you are applying to is open to negotiations.

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