Q. I believe I will be getting an offer. Given the current economy, and employment situation, can I negotiate my salary? If so, what factors should I consider while asking for certain salary range?

A. In a competitive market, people worry about "starting over", making less, or being taken advantage of by hiring organizations. In a job market where you may feel lucky to get a job offer, you may also be tempted to take what you can get in terms of an employment package. However, you don't have to settle for the first offer just because we are in a recession. So, how do you negotiate and what do you consider?

Know When to Start
- Negotiations always begin AFTER you get an offer. Each interaction you have should increase the value they see in what you offer, and enhance the potential they see. Your goal is to build their need to have you join the organization.

Preparation is Critical:
- Do your homework. When you identify target positions and industries, research the current market value for your skill sets. Do a salary search at http://www.salary.com, or you can do this by querying your network (using Linkedin, Jigsaw and others) to determine what the industry standard is based on your discipline and level of experience. You can also use your network to determine whether the company has been known to make competitive offers or not.

- Create the list of what matters to you, and prioritize the must have's and the nice to have's.

- What do they want? - During the interview process, listen to what the company's most critical needs are and prepare the cased for why you'll exceed expectations in terms of the value you will add. .

- Think broadly - Salary and vacation are two components most candidates focus on, but you can also negotiate things like relocation expenses, your title, percentage of travel time, cost of health benefits, commuting subsidies and the option to telecommute.

When you Get the Offer -
Say "Thank you for this offer. I am excited about the opportunity, and know I will be able to make significant contributions to the company." Get the offer in writing and then take the time to review everything that is included.

- Prioritize - Decide what you really want and focus on it, be willing to be creative and balance the give and take.

- Be realistic - It's okay to ask for more especially if you have done your market research with competitive organizations. How you handle this situation will show your professionalism, and is often considered to be a highlight of things to come - for both sides. Ask for what you think is fair based on your experience, the complexity of the position, and the market rate, keeping in mind the value of the position to the organization.

Negotiation is a natural part of the hiring process, so be positive, professional and focused; not only on what you want, but also on the talents you will bring to their organization in return.

When companies ask you about your last salary they are trying to screen you out. This is a high risk moment and hence you want to delay the salary discussion for later in the hiring process. The representative from the company is trying to make sure there is reasonable alignment of your salary requirements and their salary range.

Here is a recommended response when this question is asked early in the interview processes (before they have decided to hire you). First is the overall strategy then specific examples of how to respond to this question.

The overall strategy is to delay stating a specific salary number until the company has decided to hire you. Any discussion of compensation before this time runs a high risk of eliminating you from further consideration.

Response Strategy

1. I was paid well and in line with job market conditions.
2. You'd be happy to discuss salary history later in the hiring process
3. You're interested in the opportunity so far

Specific Examples When asked "What was your most recent compensation?" state the following (or something similar that is comfortable for you).

"I was paid well in my last position and in-line with market conditions and the results I delivered. I will be happy to discuss my compensation history in detail when we have decided that I'm the right person for this position."

If they asked again;"I realize that you need to make certain that my salary expectations are consistent with the salary range. To ensure we are aligned, please tell me the salary range and I'll let you know how my salary matches the range."

If they ask yet again; "When deciding on a position I consider the following factors; quality of the opportunity, quality of the company and the people I'd be working with, long term growth potential, location and compensation. Compensation is the least important criteria I use to evaluate a position. So far I'm impressed with what I have learned about this opportunity and remain very interested."

Remember that the first person to give a number is at a disadvantage. You want to discuss salary only when they are absolutely convinced they can't live without you. It is at this point that you have negotiating leverage and not until then.

Craft a response that feels comfortable for you and practice saying it. Decide right now that you are not going to discuss salary until you are ready.

Best of luck on your next interview. It is the most important moment in your search for a better position.

- Michael Neece

CEO Interview Mastery

www.interviewmastery.com

In down economic times, companies seem to have carte blanche to limit salaries and make low-ball offers. But that shouldn't be the case.

Below are the top salary secrets your employer doesn't want you to know. With this information in hand, you'll be in a better position to get the pay you deserve.

Employers don't always offer a fair salary.

Some employers think they're being fair, but they're not up-to-date with the latest salary information. Others may try to pay less than the market value because they're financially strapped. That's why it's important that you know exactly how much money you should be making. A free salary report can help you calculate how much you should be earning in any job.

You can negotiate your salary in a tight job market.

In a recession, many people would rather take a pay cut than lose their jobs. Raises are hard to come by and new hires may feel they have less negotiating power. But that doesn't mean it's impossible to bump up your salary; it's just a little more challenging.

According to a recent survey from the Society for Human Resource Management, 80 percent of HR professionals say employers are willing to negotiate salaries. So, if you're looking for a raise at your current job, come armed with your marketplace worth and make your case. And, if you've been offered a job that pays less than you like, don't be afraid to name your realistic asking price. Keep in mind that, if you got the offer, you're clearly the best candidate for the job -- even in this highly competitive job market.

Another way to beef up your negotiation skills is to take a free career test which will help you define and communicate your strengths to your employer.

New hires sometimes earn more than long-term employees.

When there's a strong job market, organizations need to do whatever they can to attract top candidates. This often means that starting salaries may be higher for newbies than they are for long-term employees. Given the current economic conditions, that's less the norm these days, but it still happens in certain industries. If you suspect that a new hire with similar responsibilities is making more than you are, use current salary data to approach your manager with the request to bring your salary up to par.

Your performance doesn't decide your pay.

While your performance is one important factor in the salary equation, your pay is also a reflection of many other factors, including:

• The job market -- lower pay is more acceptable in tighter job markets.
• Location -- generally the higher the cost of living, the higher your salary.
• Years of service -- in many cases, the longer you've been with a company, the higher your pay.
• Organization size -- large organizations tend to pay more than small ones.
• Education level -- in most cases, the more education you have, the higher your pay. Take a free education test to find out how going back to school can help you earn more.

If you're a valued employee who isn't making the money you deserve, you do have options. Know your value and make your case with the help of your free salary report. And know too, that many employers -- particularly larger employers -- have a little more in the "raise kitty" than they let on.

- Maria Hanson / Live Career