Your solid experience, flawless resume, and outstanding interview skills have gotten you a second interview- and potential job offer – with a great company. What should you expect? What should you do if you’re offered a position? How do you talk about money?

A lot of people are uncomfortable when it comes time to negotiate their salary and other benefits. You may feel that it’s rude or tacky to talk about money; you may be so happy at the prospect of a job, you haven’t thought much about what you’ll be paid; you might not understand the details of a benefits package.

Even though it’s uncomfortable to talk about money, there are some good reasons why you should:

  • By negotiating instead of taking the first offer, you may get a higher salary or a better benefits package.

  • Raises are often based on salary. A higher starting salary means that your raises will be based on larger figure.

  • If salary is non-negotiable, you may still be able to bargain your way to more vacation time, flexible hours, better health benefits, tuition reimbursement, or other non-cash extras.

  • If you feel you are being paid less than you are worth, chances are good that you won’t be happy in this job for long. It’s in everyone’s best interests for you to be satisfied with your job once you are hired; you don’t want to start the job search all over again, and employers don’t want to lose the financial investment they’ve made by recruiting, hiring, and training you.

  • If the company has made you an offer, they want to hire you. You have the upper hand at this point; so use it to your advantage.

Don’ts

  • Don’t be the first one to talk money.

  • Don’t talk about money at the first interview, before an offer is made, or at any time that the information can be used to screen you out of the application process.

  • Don’t tell an employer the minimum salary you need to live, e.g. "I have to make at least X amount." If you give your lowest number, your employer may consider that a starting point from which to negotiate.

  • Don’t commit yourself to a specific number. Always leave yourself room to bargain by giving a salary range.

  • Don’t accept the first offer an employer makes. Repeat the amount offered, then hesitate. Those few moments of silence may be just the opening your interviewer needs to make a more attractive offer.

Dos

  • Express interest and excitement about the job. Make sure the employer knows you are interested in working for them before negotiating.

  • Be confident. You’ve done your research and know what you’re worth!

  • Have a salary range in mind before negotiations begin, based on your research into the field, geographic area, and company. Know your personal budget.

  • Remember that the employer may not have a lot of flexibility regarding salary. Be sure to consider other benefits as well. Be realistic.

  • Remember that you will be working with or for this person. Keep the discussion friendly. It’s in everyone’s best interests to arrive at a mutually beneficial agreement.

  • Get your agreement in writing. Often, employers will send a letter confirming the terms of your employment. If you do not receive one, write a detailed letter confirming the terms that were agreed upon at your last interview. Always keep a copy of correspondence for your records.