It begins with the phone ringing. The interviewer tries to know your current salary and wants to know your expectations.
The background music
You dodge a step, never faltering. You make the most by seeking postponing the dialogue till you have all the information. You may quiz him about the budget for the position you have applied for. You may change your tone and ask him how much he would be paying someone with your background and experience.
The best step so far for you is delaying the salary discussion until you get all the ground realties. Meanwhile, you research to weigh your worth. Anyway, at some point, you have to reveal your demands. Better wait till the interviewer comes out with information, while you take twists and turns. If the interviewer feels you are the right fit, he will make an offer. Now you take the dance to the next level. You have time to evaluate the offer. You must consider the following:
The game plan
Your priority must be the base rate and it should be settled before any further discussion. Then go to alternative compensation like bonuses, commissions, stock options, profit sharing etc. Next on the list of discussion should be benefits such as insurance, paid holiday, 401k matching, working conditions etc. Finally, take a step towards perks and try to get a car, education reimbursement, professional training, a laptop and such other things.
On your part, you contact the hiring manager to tell him you are delighted to get the offer, but you have some issues to be discussed. This will give you an edge to discuss what you want.
Considering your experience, professional qualifications, accomplishments and your proven ability to build and lead teams, don't you think, tell the manger, that the base rate is a bit on the lower side.
The hiring manager may ask you what you have in your mind. The homework you have done, he may tell you, might have given you an idea of our requirements and what you could bring to the company.
Take the opportunity to say that someone with your experience and background should be on the higher level of the range under discussion. Hold your breath, and wait in silence. The hiring manager may tell you he would be back to you. So far you have used the props well and it's a clean performance.
You have to keep your sense of balance whether you are negotiating for a higher pay, position or for some perks, the game plan is the same. Let the employer lead. With your research and homework, you are a few notches ahead of your dancing partner --the potential employer. Keep the rhythm smooth till the final movement that glides you to your goal -- the job.
