How To . . . Negotiate Salary: Tips From the Pros

If you can't find what you are looking for, you may not be searching correctly, he said. "One of the biggest complaints users have with [Salary.com] is when an employee mismatches their job."

For example, he said, you may be looking at the salary information of a senior accountant. If you have the same title but have been at your company for less than two years, you may not rate the "traditional" salary of a senior accountant.

And keep talking to others in your field. "You need to find out what you as a real person are worth to real companies," Wendleton said. At networking meetings, ask, "What kind of salary could someone like me expect at your company?"

When Is It Best to Bring Up Pay?

Most job seekers are anxious about salary discussions and want to get them over with as soon as possible. But according to Wendleton, "The person who brings up a number first loses the game."

Talk about the job before you talk salary, she said. "Create a job [offer] that suits both you and the hiring manager. Make sure it is at an appropriate level for you. If the job is too low-level, don't ask about the money, upgrade the job."

Start salary negotiations once you have a job offer.

However, if you are in your final round of interviews and the employer still hasn't mentioned salary, Silberman recommends asking how much they are offering, or a salary range for the position.

Meyer adds that you should not be afraid to turn down a job offer. Instead, have your own "walkaway number in mind," the minimum you will accept.

Do I Have to Disclose Salary History?

It is common for employers to ask about salary to gauge your expectations and to see if they can afford you.

Wendleton said, "If your salary is more than they want to pay, they will discard your application. If your salary is very low, they will discard your application and assume that you are not qualified. So you have only a one-third chance of getting it right and moving along in the hiring process."

Be careful about disclosing your salary history too soon. Postpone the topic until you have a better idea of what they will offer by politely mentioning that salary won't be a problem and that you should be able to come to an agreement.

If you can't postpone the conversation, approach it strategically, Silberman said. "Don't just use a blank statement by saying I earned $40,000, period -- steer the conversation by saying that you made $40,000 in your past job but learned many skills and are worth an increase in pay to $50,000."