As in the interview portion of the job search cycle, preparation is a key ingredient of the negotiation process. As the candidate progresses through the interview process, he/she should have determined what the salary average/median is for that position/title in the area of the country that the work will be performed. When the interviewer starts talking about money, the candidate already knows how much a fair salary should be in that area for that job. Knowledge breeds confidence and control, which are critical components of the negotiations.

As the discussions evolve into definitive talks about the offer, the candidate has to make certain that the company is making a firm offer, so get it in writing! Simply determine by asking, “Are you making me an offer?”; then request it in writing by email, mail or other means so you may review it with a spouse, a friend, your family or a consultant. Then ask when the interviewer would like to have an answer to the offer, thus giving you the candidate time to carefully evaluate it and compare it to others.

The candidate has now regained some control of the situation and needs to proceed with confidence as the offer is evaluated and discussed. Remember: both sides have what the other wants, you want the job and they want you, so proceed with the confidence that comes from being properly prepared. Be professional and cordial, and like the interview process, always smile and make it a pleasant conversation. Determine when and how the next exchange of information will take place, and email the interviewer a thank you note and confirmation.