How much money do you want to make?

This question occurs right at the start (for example, in the non-technical phone screen) or at the end, when the company is ready to prepare an offer for you. When it occurs at the start, it means that whether the interview will continue will be based on your answer. If your expectations are beyond the potential offer, then most probably the interview will stop here. It is wise to postpone a clear answer as much as possible by saying something like, I don't have a clear number in my head. Of course, money is important, but there are other important things as well. Let's see first if my value meets your expectations, and we can negotiate after that. Or, if you must give an answer, then it's better to give a range of salaries. You should know the common salary range for this position (because you've done your homework and you've researched on the internet before the interview), therefore, provide a range that fits your expectations and respects your research.

Ideally, this question occurs at the end of the interview process. This is a clear signal that the company wants you and is prepared to make you an offer.

Now, you start the art of negotiation!

Don't jump into saying numbers! At this point, you should be pretty aware of how you did in the interview and how badly you want this job. Start by asking the interviewer about the range of the offer, what other bonuses are available, and what is included in the total compensation package. There are several scenarios you have to consider further:

• In a very happy scenario, the offer will be higher than your expectations: Accept it!
• More likely, the offer is near your expectations: Try to squeeze a little bit more. For example, if you got a range between $60,000 - $65,000, then say something like, I had in mind something pretty similar – more precisely, I will be very satisfied if we can go for $65,000 - $70,000. This will probably help you to obtain around $63,000 - $68,000.
• Getting an evasive answer: Instead of getting a range, you can receive an evasive answer such as, We customize the salary depending on the applicant, therefore, I need to know your expectations. In such a scenario, say the higher number you have in mind. Most probably, you will not get this offer, but it gives you room to negotiate. Be short and direct; for example, say, I'm expecting to $65,000 a year. You should get around $60,000 or an answer that will disappoint you like, Sorry, but we had a much lower number in mind. This leads to the next section.
• Getting a disappointing offer: In this scenario, try to be very prompt and start by expressing your disappointment like, I have to say that I am very disappointed with this offer. Continue by reiterating your strong skills and experience. Try to make clear arguments that support the requested number and underline that you do not want anything outlandish. If you are not open to accepting this job with these conditions, then finish your response with an ultimatum like, If this is your final word, I cannot accept such an offer. If the company was impressed by you, it's possible they'd require more time and get back to you with another offer. If you're thinking about accepting the offer, then ask for a written agreement for renegotiation in six months for now. Moreover, try to squeeze other benefits out of the negotations, such as flexible hours, bonuses, and so on.

  Important note

  As a rule of thumb, try to keep in mind the following aspects:- Don't get shy or embarrassed when talking about salaries (novices often do).- Don't start from low numbers that don't give you room for negotiation.- Don't underestimate yourself and sell yourself short.- Don't lose time trying to negotiate non-negotiable things.