These are just my final thoughts and then I'll leave you alone...remember, however you handle this, don't be provoked by us to doing something that you're not comfortable with. BE YOU, BE COMFORTABLE...we're not in the heat of your battle...

Quote Originally Posted by winddance View Post
Here's what I was taught:

...Let them come to you with a number first...
Everything winddance said is good advice.

So if they won't come up with a number...how do you get them to? You have to know how you will respond before you're in the negotiation.

Scenario One: He won't offer a number:
Boss: What do you want to make?
You: I'd like to be competitively compensated.
Boss: OK, but what does that mean to YOU? [Here's the tough part because he's putting it back in your court]
You: Well, market surveys are for this position to be in a range of $XXX and here are the reasons that I'm worth $xxx [This way, it's not YOU, it's the market] and I'd like to think that we could come to an agreement that is within this range.
Boss: [He'll either object or not...if so, try to keep the dialogue going and always leave the door open]

Alternatively, he's calibrated himself to your expectation...but remember, if there are many qualified candidates, you have less leverage if they're willing to accept less...this is something your friend needs to advise you on...if you trust her.

Scenario Two: He offers a low number
Boss: What do you want to make?
You: I'd like to be comptitively compensated.
Boss: Well, we had $xxx in mind [and it's low]
You: Oh! I really had expected that the range for this would be $yyy. Here are the reasons why I feel that I bring this value to your company...[know them and list them]
Boss: [Again, he'll either object or not...if so, try to keep the dialogue going and always leave the door open]

If it's not going well, take POOKS advice and ask for some time to think about it...in fact, even if he offers you more than you expect, it's good to express your satisfaction but still ask for a day or two to think about it before accepting.

Good Luck