Paul Megan asked:

It’s crunch time. Are you ready for smart salary negotiations?

Let’s say you’re a finalist. There are a couple other candidates. But an employer has advised you that you are well-qualified for the job opening for which you’ve been interviewing. Now he/she wants to know what kind of money you’re looking for.

What can you do to maximize your salary?

Here are some tips that can help you dramatically move the odds in your favor:

1. Do your homework. Research the salary range by checking out friends in the same business. Also, go to www.monster.com. Click on the link for “Career Advice” and go to “Salary Center”

2. Don’t let the interview get into money issues prematurely. You don’t want to be ruled out because you’re perceived as too expensive. Tell the interviewer, “I’m confident this position pays a competitive salary. And I’ll be happy to discuss compensation when a mutual interest has been established.”

3. When it’s time to discuss salary, don’t negotiate on the basis of what you’ve been making. Negotiate on the basis of what the job you’re being offered is worth.

4. Try to find out what the company is offering before you mention a number. For example you can say, “Thanks for your interest in me. Since you brought up compensation, what is the salary range for this position?”

5. If you’re required to mention what you’re looking for first, always talk about a range . . . 20% on either side of the number you’re looking for.

6. Be sure to go beyond base salary in your deliberations. Benefits, bonuses, profit sharing and stock options can significantly enhance the overall value of an offer.

Handling salary negotiations can be stressful. After all, this is where your job search culminates. Preparing yourself in advance and practicing these strategies out loud can put you way ahead of the game.

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