What you need to know:
• What you want. You could walk into an interview thinking, I want $100,000 a year, but you could also say to yourself, If I had four weeks vacation a year and only $75,000, that would be success, too. If you want a raise, have a specific number in mind.
• What you're worth. Research salaries for similar positions at other companies in your industry. For a salary negotiation with your current boss, point to work you've done that proves you are worth a raise
• People don't listen for long, so get to the point fast.
• The minimum you're willing to live with. (You can apply this not only to a job interview negotiation but also to hammering out a deal with a contractor or a salesperson.)
• When to back down. Sometimes if you're too forceful, a person won't want to negotiate with you. He will feel pushed into a corner and won't know where to turn, so it helps to give him options.
What you need to do:
• Negotiate directly with the person you'll be working for.
• Share a work-related story and a personal character story. You can change the mood of an interview with humour and a good story, plus the right one can show your best qualities, such as tenacity, entrepreneurship or problem-solving abilities.
• Follow up an interview with a handwritten note to show that the negotiation process is important to you. If you're negotiating with your current boss, follow up with an e-mail, reiterating what was agreed upon so far and what, if anything, is left outstanding.
What you need to say:
• At a job interview, ask a lot of questions, about the company in general and about the job you're applying for in particular.
• Make statements that show your worth. "I understand that historically this has been a sales-focused company and for the last while sales haven't been as high as you wanted. Based on my experience, I feel I can help turn that around."
• If you hit a wall on salary, go in another door. "Let's get all the other issues nailed down and revisit this at our next meeting."
• "If you aren't able to match what I'm asking for, what can you offer?"
• "If there's no money in the budget for a salary increase, can I get more time off, paid or unpaid, a flexible schedule, training or take a course."
• "What can I do now to increase my odds of getting a raise in six months?"
