Never discuss salary until the end of the interview process. You should not mention salary until a job offer has been extended. Also, make sure you have a very defined job description discussed – take this word out before you determine a fair salary expectation.
Never be the first to mention a salary figure. Although you may have expectations in mind, let them be the one to establish the first benchmark. This will usually work to your advantage in obtaining the most you can.
Employers don't usually tell you the most they are willing to pay. Let them be the initiator so you can negotiate up from there. What you are looking for is a range that the position is budgeted to pay.
Conduct market salary research before you go into the negotiation. This is why having a detailed job description is critical for determining equal pay in the marketplace. Do not just rely on position titles for research. Sometimes the same titles can mean very different things to different companies. You may want to look at current salary surveys of Texas A&M graduates. Also, consult the National Association of Colleges and Employees (NACE) Salary Survey put out quarterly. Typically the Fall issue has the most comprehensive data.
Complete your budget before the negotiation to determine how much you will need. Ask someone to help you calculate your expenses, insurance, savings allotment and anything else that may come out of your paycheck. Don't forget to take out taxes in your estimate.
Research the cost of living. A job paying $30,000 per year in Dallas is far different than a job paying $30,000 per year in San Francisco. The Career Center's web page includes a salary calculator that will assist you in a cost-of-living analysis. Also, refer to bestplaces.net and click on "Sperling's Best Places" to research cost of living, housing, city profiles and climate.
Know how to bring the salary negotiation to a close. Be sure your discussion includes benefits and be prepared to negotiate these also. Get clarity on scheduled performance reviews, potential merit increases, and promotions. Finally, get all issues summarized in writing. Request a letter of agreement an employment contract, or that this be detailed in the employer's formal offer letter.
