You've finally landed the job you've been vying for, but what if it doesn't deliver the money you'd hoped for?
According to Robin L. Pinkley, Ph.D., a salary negotiation researcher at Southern Methodist University, in Dallas, women cheat themselves out of hundreds of thousands of dollars over a lifetime because they do not try to negotiate up from employers' initial lowball offers. "Most job seekers think that the recruiter has all the power, when really, it's an equal playing field. An employer expects you to negotiate," Pinkley says.
Before you even apply for a job, find out what you're worth (the jobsmart.org Web site can help you determine a pay range given your industry and experience).
Keep quiet about money during the interview. Then, if you get an offer and it seems inadequate, ask, "What is that figure based on?" Perhaps it's not in the company's budget to pay more -- or maybe they offer generous benefits instead.
In any event, state how much you appreciate the offer, how much opportunity you think the job has and why you'd be good at it. Then name the salary you were hoping for -- and why you're worth it. Remember, if you are turned down on your money request, it doesn't mean the job offer will be taken away.
