Negotiating the Offer

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“Your strongest negotiating period is just after you've received an offer but before you have accepted the position. This brief period is the best time to negotiate for maximum benefit. The interviewer wants you, and you haven't yet committed yourself to anything.”
Kathryn and Ross Petras, The Only Job Hunting Guide You'll Ever Need

The greatest weapon in any negotiation is information, which enables you to justify the things you want. At the very least, you should be conversant with industry norms in any aspect of a job offer that you intend to negotiate. If possible, find out as much as you can about the norms that prevail in the company itself—what people in positions comparable to the position for which you're applying earn and what special perks or arrangements other employees have negotiated.”
Max Messmer, Job Hunting for Dummies

“Try to get them to state the first bid. If they say, 'How much do you want?' you say: 'How much are you offering?' If pressed about your prior salary, either say instead what you are looking for, or be sure to include bonus and perks. Some include an expected bonus or increase in salary.”
Kate Wendleton, Job-Search Secrets (The Five O'Clock Club)

“...be prepared to show the interviewer that you are a successful, aggressive applicant in demand by other firms or organizations. Project the image that, although you want the position, you don't need it.
Kathryn and Ross Petras, The Only Job Hunting Guide You'll Ever Need

“Be prepared to be tough...Help the interviewer, yes, but be ready for a civilized fight. Beneath the polite words between you and the interviewer is a disagreement. He or she is seeking to get you for less, you are seeking more. This means a fight—usually polite, usually couched in respectful suggestions or idea, but a fight nonetheless.
Kathryn and Ross Petras, The Only Job Hunting Guide You'll Ever Need

“Think more consciously and more strategically. Intend to negotiate. Most job hunters don't negotiate at all...They listen passively to what the job is, and try to fit themselves into it—or reject it. They certainly don't negotiate the salary. They listen to the offer, and then decide whether they want to take it."
Kate Wendleton, Job-Search Secrets (The Five O'Clock Club)

“If the job is too low-level, don't ask about the salary—upgrade the job. Add responsibilities until the job is worth your while. Make sure the hiring manager agrees that this new job is what he or she wants. Don't negotiate the salary yet.”
Kate Wendleton, Job-Search Secrets (The Five O'Clock Club)

“Your leverage in any negotiation is measured by how important it is to the person or company that you come to work there. How important you are to the company, however, isn't necessarily a function of how good you are at your job. If there are candidates in the wings whose skill and track records are comparable to yours, your importance diminishes, and so does your leverage. If the skills you offer are in short supply, though, your perceived value grows, and your leverage climbs with it.”
Max Messmer, Job Hunting for Dummies

“Good negotiation means preparation. When the interviewer asks 'Why?' you must have reasons. When the interviewer says the company 'never' pays more, you should be able to mention or suggest exceptions. This means doing some research.”
Kathryn and Ross Petras, The Only Job Hunting Guide You'll Ever Need

“Keep the interviewer on the defensive by asking questions. Many salespeople go a step further and keep on asking questions that require a 'yes' answer, figuring that sooner or later the succession of yes's will make it psychologically difficult for the interviewer to refuse.”
Kathryn and Ross Petras, The Only Job Hunting Guide You'll Ever Need

“For some jobs, it can take five interviews before the subject of salary is discussed. All the while, your competitors have been dropping out. It is best to postpone the discussion of salary until they are all gone. Once the manager has decided that you are the right person, you are in a better position to negotiate a package that is appropriate for you. Until you actually get the offer, postpone the discussion of salary.”
Kate Wendleton, Job-Search Secrets (The Five O'Clock Club)

“If you do a good job of formulating realistic job targets at the beginning of your job search and if you focus your efforts on companies and situations that are consistent with those targets, you can be reasonably sure that just about any offer you receive will be well worth accepting.”
Max Messmer, Job Hunting for Dummies

“A good way to break a deadlock over salary is to agree to a salary below what you would like but with the following contingency: that if your performance achieves a certain level in a specified amount of time—say three to six months—you'll be rewarded with a raise or bonus that takes you to the salary level you seek.”
Max Messmer, Job Hunting for Dummies

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