1Why Negotiate a Salary.The confidence you exhibit during the negotiation process of the interview shows that you have researched and have a good understanding of your worth in the marketplace. Candidates should be ready to negotiate and most employers expect it. Eight out of ten times you’re offered a job, you can ask the prospective employer for a sweeter deal. Saying yes to the first offer could be a very costly “yes”. The negotiation process may feel uncomfortable at times and continue for a few days, but persistence and good salary information will give you the edge. We are reluctant to negotiate for fear of killing our chance for the job or because we don’t know how to negotiate. Agreeing to the first offer made may be the path to least resistant, but may also be the most expensive mistake you will make. Patience, persistence, preparation and research are the keys to a confident and a productive negotiation process.Be Prepared and Do The ResearchPrepare for the question by researching in advance probable salary ranges for similar jobs in similar organizations, regions, economic environment and what the market will bare. A list of salary resources for art and designers is available for you to research. In addition, complete an analysis of your own personal budget and what you will need to live and pay your bills. Combining these pieces of information will give you a salary range in which you can feel confident to negotiate. Addressing the salary issue in the interview.The salary question can pop up at various times during the job search process, even before they meet you. This is a strategy to screen you out. Be prepared to satisfy them without giving them specific amounts. The best position in which to negotiate from is one in which you know they want you, so it is important for you to delay the salary discussion until you have had a chance to sell your skills, attributes and the important value you can bring to the organization. The following are some statements to use to delay the discussion until you feel they are sold on your value:“ I applied for this position because I am very interested in the job and your company. I know I can make an immediate impact once on the job, but I’d like to table the salary discussion until we both agree that I’m the right person for the job”. Now tell me about what will be expected in this position”.“My current compensation package is well with in the range for this position and location. I’m confident your offer will be competitive”.Negotiating Your Salary2“My salary requirements would depend on the total compensation package including benefits and the opportunity to earn performance-based incentives, I am confident that we can arrive at a mutually beneficial agreement during our interview”.If you find that they are being persistent about what you are looking for in a salary, the following statement may satisfy the interviewer.“My research indicates that a position such as the one described typically pays $____ to $____ I would be willing to consider a salary within that range, depending on the responsibilities and expectations of the position.”Another strategy would be to turn the question on them. Try and get them to be the first to name a salary amount or range. “Could you give me an idea of the range you’ve established for this position?”Other sneaky ways the salary issue crops up are with questions like, “ What is your current compensation”?“In my last job, I was paid below the market price for my skills. I accepted this for a while because it gave me the opportunity to learn and develop. Now I am very clear about the value I can offer to an employer an I want my salary to be competitive.”Salary History vs. Salary RequirementSalary History is a list or summery of your previous salaries (yearly income) for each of your past jobs.Salary Requirement is a request by a company asking you to name a salary.Employers when posting a job ad will require that you include a salary history and/or salary requirement. Do not ignore these requests. Your application may be put aside because it will be considered incomplete and/or that you are unable to follow instructions. Salary requests are to be addressed in the cover letter. Below are samples of statements that can be used in the cover letter or application:“In my last job, I was paid below the market for my skills, I accepted this for awhile because It gave me the opportunity to learn an develop. Now I’m very clear about the value I can offer to a design firm and I want my salary to be competitive.Negotiating Your Salary3At my current internship my starting wage was $8 per hour, but was raised to $9.50 within 2 months due to my skill development.”“ My current position is not a career position but great opportunity prove my reliability, time management and leadership skills which helped support my education. I was making minimum wage plus tips and I did very well and continued to work there for 2 years.”“Please know that the typical annual compensation requirement for someone with my skills ranges form 28K to 32K.”“Presently, I prefer to consider a salary in the range of the middle $30’s.”“ My required salary would depend on the benefit package and opportunity to advance and take on more responsibilities, but I would consider a starting range of $25,000 to $35,000.”Stating your salary requirement in a range rather then a single figure is allowing you to negotiate the higher end of the range as they see your value during the interview. Once you have named a single figure, it is impossible to expect a higher offer. If name too low a figure you run the risk of getting hired at that salary and making this the most expensive 2 seconds of your life or they will look for other candidates who know they are worth more. What to NegotiateBase salary is only one part of a total compensation package that may be negotiated. So, don’t say no to an offer until you have considered all the facts. A benefit package, which can include, vacation time, sick days, professional training, parking, medical benefits, life insurance, holiday pay commissions, relocation package etc., on average can equal a 30% of the total compensation package.If you are not satisfied with the base salary but consider the position to be a great career step, ask about performance evaluations and how often raises and bonuses are distribute.