Ok, so you’ve made it through the first round or two of interviews and it’s time to talk salary.  How do you handle that sensitive issue.  Remember, he who states a number first is the loser.  If the company is really interested in you and is ready to talk dollars, you actually have the upper hand in the bargaining game.  A couple of tips I suggest:

1. Speak in salary ranges.  An employer may ask what you’re looking for.  Give them a range of $5-10 thousand dollars. If you want $89K, say something between $87 and $95K depending upon benefits.  Then negotiate from there.

2. When they make you an offer, don’t immediately accept it.  Ask them how much room there is for negotiation and tell them you’d like a little time to consider all of the options. Ask for a 24-48 hour window and then call back.

3. If the job offer involves a move, find out how much the relocation package is worth and if there will be any expenses on your part.  If there are going to be some expenses on your part, ask for a signing bonus, additional compensation, or a way to minimize your out-of-pocket expenses.  Remember, if your house doesn’t sell right away, it’s possible that you could be carrying 2 mortgages for some time.

4. Consider the culture of the company.  Salary and benefits aren’t everything. Don’t get me wrong, you need to earn what it takes for you to live at a certain standard, but your happiness in a job and the culture of the company is more important than any pay check that you’ll ever receive. If the company is the right fit and has what you’re looking for, then you should consider all personal and professional benefits related to working in a positive work environment.  You don’t want to be looking for a new job in two years and the company certainly doesn’t want to be conducting another recruitment in two years.

5. No matter what decision you make or what happens as part of the negotiation, be enthusiastic, appear gracious, and remain professional.  The company has done you a favor and has already possibly spent thousands of dollars recruiting you.