Negotiating salary is, for most people, the hardest part of the job search and interviewing process. When salary negotiation time comes, it is the cause of considerable anxiety. Job seekers normally think the salary offer is a one-time shot and they either have to “take-it-or-leave-it”. Some candidates fear they’ll be perceived as greedy or only “in it for the money” if they ask for more money. However, negotiating salary is a standard practice, and something the majority of employers expect.

If you uncover a gap between what you believe you are worth and what the company is offering, don’t be afraid and hesitate to negotiate. Successful negotiations derive from you knowing what exactly it is you want and how to ask for it, as well as all alternatives you can comfortably accept and you are aware of the opportunity costs.

It is important that you do good research in advance and are knowledgeable not only about the position, but about a salary you can expect. You need to get an accurate idea of the position’s salary range and median/average. Check professional journals, business publications and Internet career sites such as PayScale for salary information. Also, check the Bureau of Labor Statistics’ Occupational Outlook Handbook and other resources such as The Affiliates’ annual Salary Guide. Talk with other members of your profession in your area; some will have first-hand knowledge of what you should realistically expect.

You will also want to calculate your “market value.” This value will give you an idea of where you are along the salary continuum for your profession. Your market value is based on your experience, skills, education, special expertise, and as well as how much the company needs you and the current job market health for your profession.

When it is time for negotiation, have specific figures in mind. Before you enter negotiations, you must know the minimum salary you will accept and your ideal salary. Determine how much money you need to cover your basic living expenses and meet your financial goals. Also, know what benefits you must have. Then, imagine your ideal salary and benefits package. These two figures will serve as the upper and lower limits you are willing to negotiate between.

In the end you want the employer make the first move. Wait until you’ve been offered the position before any negotiation over salary. The subject will usually come up later in the interviewing process. Be enthusiastic and make sure you have actually asked for an agreement upon a salary, and have closure, do not leave the subject open-ended to the employer. Also, when coming to an agreement talk about expected future performance required for the salary, which will end the negotiation process on a win-win basis for both you and the employer.