When it comes to negotiating your salary, the most important thing to remember is: not to give the first number.

The person who gives the first number sets the starting point. If you request a salary higher than the range for the job, the interviewer may say you are “too high” and may perceive you as someone who has their hands in the company's pockets. If you request a lower salary than the range, the interviewer may say nothing and you may end up leaving more money on the table than you anticipated.

You only hurt yourself by giving the first number. Your goal is to get the interviewer to tell you the range for the position, because then, you can work to get the high end of that range. But you can't get to the high end of the range if you don't know what the range is.

Hold Your Ground
So if there are two good negotiators in the room, it will become a game to see who has to give the first number. Fortunately, the company cannot make you an offer of employment without offering a salary, so the cards are stacked in your favor—as long as you hold your ground.

It is hard to avoid giving a salary range when you want the job and you want the interviewer to give it to you. But remember, this is the moment when you could be making more money than you expected. As long as you stick to your script.

What you need is a list of responses for the 10 different times the interviewer asks you how much money you expect to make. The more times you fend off the question, the less likely you will have to be the one to give the first number. This works, even if you feel like you don't have the upper hand and is the technique I use when I coach my private clients.

Some Examples

“What salary range are you looking for?”
Answer: “Let's talk about the job requirements and expectations first, so I can get a sense of what you need.”

“What did you make at your last job?”
Answer: “The position you are talking about here is not exactly the same. Let's nail down what my responsibilities would be here and then determine a fair salary for the job.”

“What are you expecting to make in terms of salary?”
Answer: “I am more interested in finding a job that is a good fit for me where I can grow. I'm sure whatever salary you are paying is consistent with the rest of the market.”

“I need to know what salary you want in order to make you an offer. Can you tell me a range?”
Answer: “I'd appreciate if you could make me an offer based on whatever you have budgeted for this position and we can go from there.”

“Why don't you give me your salary requirements?”
Answer: “I think you have a good idea of what this position is worth to your company and that's important information for me to know.”

Mirror the Interviewer
You can see the pattern, right? If you think you sound obnoxious not answering the question 10 different times, think of how obnoxious it is to ask the question. The interviewer is just asking in order to get a leg up on you in negotiations. If you give in, you look like a poor negotiator and the interviewer might not be looking for someone like that.

So stand your ground and understand that the interviewer is being as insistent as you are, and it might make you feel better to know that research shows if you mirror the behavior of the interviewer, you are more likely to get the job.

I remember an incident when I was interviewing with an advertising agency and an offer was made to me which was $5,000 short of what I wanted. The owner and I went back and forth and it seemed like he wouldn't budge. As a last ditch effort, I said, “I really want this job—but I don't want to take it and have one eye on the want ads.” He stared at me, not saying a word. My heart was in my mouth and I kept silent. “Okay, I won't quibble over five grand,” he said, and I got what I wanted. Hold your ground—if they want you, they'll get you.
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Barry Cohen is an award-winning job coach and resume writer who has assisted thousands in winning the job they really want. He is the author of Power Interviewing: How to Get the Job You Really Want!