The Art of Salary Negotiation: Tips to Get the Pay You Want

Whether you're interviewing for a new job or you've been in your role for a while, conversations tend to get tense once salary comes up. Being a good salary negotiator really matters.

So how do you create a win-win with your employer and get the pay you want? Here are a few tips.

1. Read the room first

Before you bring up a new salary, get a feel for the situation. Listen to what the employer says about the company and about you. Look for a middle ground that works for both sides without giving up what matters to you. Timing matters here. Bring up money too early and you are just one of many candidates. Once the employer has decided they want you for the job, you have much more room to negotiate.

2. Talk about your drive

Before you explain why you're a good fit for the role, talk about how much you want to do the work. Explain what you can bring to the organization and why. This puts you in a stronger position when it's time to talk about pay.

3. Don't take a hard line too early

Don't get rigid about your salary expectations early on. Let the employer talk about their pay policy and share what they think of you. That way, you're much more likely to find a good opening for a win-win later in the conversation. Remember, every reaction you give can get a reaction back.

4. Look for common ground

Even if you feel you and the employer are miles apart, look for common ground from the start. Find any point you can agree on. When it's time to negotiate, you'll find you've built up advantages without even noticing.

5. Ask more, comment less

During the interview, ask more questions and make fewer comments. Ask thoughtful questions to learn more about the job and the role. This helps you judge whether the salary they have in mind is fair. Use these tips in your next conversation and you'll be a better salary negotiator. At the very least, you'll know how to approach it next time.