Again, research the company including its financial position, and try to secure information about the range of salaries for the position you seek. (www.jobsmart.org) is a great place to do some salary research and find out the going rates. During negotiations, you need to appear professional, interested, confident and knowledgeable - not overly competitive. Let it be known that you are BOTH working toward a mutually beneficial arrangement. Restate what you feel you are worth and why, and let them make the counter offer.

This is still a crucial selling stage of the game - it is important to continue to establish how hiring you will contribute to the company’s bottom-line objectives, as well as your interest in joining their organization. Remind them of past accomplishments, your qualifications, and ideas for the future. Having a plan written out is also a good idea. For example, if you are being brought on as the new Telemarketing/Customer Service Manager, present them with a list of goals and changes you plan to implement. Anything you've presented in writing is always a plus to you, especially if you are part of a large group of candidates.

If you are really fixed on a salary, try to negotiate some of the benefits you don't need. For example, if your spouse has an excellent health care policy, you might not need your company's -- suggest a higher salary instead; same goes for losing a week's vacation, etc. Offering compromises will help you display your flexibility to the employer; you are willing to work with them. After an acceptable offer is made, don’t say YES right away. Be enthusiastic and appreciative, and ask for at least a day to think about it. You still need time to determine whether this is the job and salary for you. If you’re still not satisfied, let them know - you’ll learn how adaptable they are. Once you’ve decided, GET IT IN WRITING - including any discussions of bonuses/percentages, performance review schedules, job expectations and requirements, etc.

Whatever you discuss with regard to money or "promises," write them down, and secure them on paper with a signature from the employer. If they balk at getting anything in ink, say goodbye and move on to the next offer.