Communicate to Get What You Want

A HIGHER SALARY

You're in the market for a job. You've made it through rounds of interviews. They're impressed. You're impressed. It's time to work out a deal. How to go about it? Here are some things to keep in mind:

Timing

A common mistake in salary negotiations is mentioning money too soon. "Talk about compensation after they've decided you're the perfect person for the job," says Roger Dawson, author of "Secrets of Power Salary Negotiating." That way, you'll have better leverage -- not to mention more confidence -- when it comes to pushing for more money.

Pay attention to the timing of the employer's needs. If the position needs to be filled quickly -- if, say, they're lacking manpower or someone else's promotion is predicated on the position being filled -- then you can use that as a bargaining chip.

Don't Reveal Numbers

The person who throws out the first number is typically at a disadvantage, because he or she has no idea how high (or low) the other person is willing to go. Try to get the employer to make the offer first.

And whatever you do, Dawson says, don't reveal how much you made in your previous job. That will limit how high your first demand can be. For example, if you're making $50,000, the prospective employer is going to know that your initial request for $100,000 is outrageous.

Flinch

When the employer makes a proposal, you need to show surprise, Dawson says. "They'll throw out a number, and they don't think for a minute you'll believe it," he says. But if you don't appear shocked, "what was an outrageously low proposition to them a moment ago now seems doable."

Develop Options

Having another job possibility will buy you some leverage, Dawson says. After all, you don't have to take this position. That's why conventional wisdom says to never leave a job until you have a new one lined up. Desperation does not make good negotiation.

Do Your Homework