Deflect the “current salary” question.
Your current salary may not be the starting point you want – and that can go for people taking a pay cut or a raise. Explain that you’d prefer “not to bias the salary discussion” based on that information. Proceed to explain your “research revealed the usual range for this position is $X to $Y. I think I’m within that range and I’m curious to know what range you’re considering.”
Deflect the “how much do you want” question.
You’ve probably heard the old adage that the person who names the first number in a negotiation loses. Not always true, but if you don’t want to name the first number explain that as long as they’re “paying fair market value and the job fits my skill level, I think we can work something out. You must have some range in mind; I can tell you if it’s near my competitive value.”
React to a low offer.
You’ve been waiting for the call, now they finally make you an offer and it’s crap. What do you say? “I’m interested, but I need some clarification. Is this a fair market offer given the responsibilities of the position and my experience?” Truly, it’s possible you misunderstood. Maybe the job is 2 days a week, you get 3 months of vacation and the duties are so light you can freelance or surf during work hours… In other words, if you can’t win on the salary, maybe you can win on the perks.
Working up the offer.
“Thank you for the offer. I’m excited about working for you and this company is my first choice. However, I know the going rate is at least $X and I was really looking for something in the range of $Y to $Z. Is there any chance of that or probably not?” Know your minimum and realize the manager might not be authorized to negotiate on a higher offer.
Deciding.
Ask to talk to someone who holds a similar position in the company. Ask how often superstar employees receive promotions and raises. Be sure to consider all the factors of the job offer, not just the paycheck. Mobility, vacation, travel, hours / availability, benefits and company culture can all play a role in your decision.
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[...] covered the basics of salary negotiation before, but here’s what to do if you can’t deflect the killer [...]