• Understanding Your Expenses
• The Compensation Package
• Sources for Salary Data
• The Do's and Don'ts of Negotiating a Compensation Package

Before interviewing determine your salary requirements by knowing your fixed expenses:

• Rent
• Transportation (gas/repairs/tolls)
• Food
• Spending Money
• Utilities
• Insurance
• Student Loans/debts
• Clothing

A. Before Negotiating - Important things to remember before accepting any position:

• Does it meet your career objectives (short and long term)?
• Can you utilize and advance your skills set?
• Is the position challenging and stimulating?
• Are there growth opportunities?

B. Salary

When a recruiter makes you a job offer and states the salary is fixed, it is usually non-negotiable. However, if you believe that the salary may be negotiable, negotiate based upon the value you can add to the organization. The three most important factors in beginning your negotiations are:

• Knowing your worth
• Knowing the competitive salary for the position
• Being diplomatic and realistic

C. Compensation Package

Your TOTAL compensation package consists of a number of benefits only one of which is your salary. While some may not appear important now, they may become very important in one or two years. These are just a few of the benefits that, if offered, you might be able to negotiate:

• Job Title
• Flex Time
• Parking
• Car Allowance
• Insurance
• 401k
• Stock Options
• Insurance
• Review Schedule
• Commissions/Bonus

Resources:

• American Almanac of Jobs and Salaries
• State Labor Departments (find this on web)
• Trade/Professional Association Surveys
• Professionals in related career fields
• Public libraries (local information, reference books)

Websites:

• The Salary Calculator
  Compares cost of living in hundreds of U.S. and international cities (does not make tax adjustments)
• Job Smart Salary Info
  Provides links and descriptions of 300+ salary surveys or summaries
• Occupational Outlook Handbook
  Includes information from the Bureau of Labor Statistics about average salaries along with descriptive details about the career field.
• Wall Street Journal
  Profession specific and a whole lot more.

Do's

• Do be yourself
• Do stand firm for those things that are important to you, your profession, and your family.
• Do keep faith with your career plans
• Do be forthright and specific about your ability to carry out expectations.
• Show enthusiasm for the position.
• Do negotiate for a total compensation package by getting all conditions on the table initially.
• Do know what you want and what your general limits are when you begin initial negotiations.
• Do recognize the employer's ability to pay.
• Do attempt to get the best compensations at entry.
• Do exhibit flexibility, reasonableness, and openness to compromise and accommodate.
• Do request specific information relative to living costs or benefits that may be unique to that area (e.g., high income tax, club and social memberships and activities)
• Do have a specific salary and benefits in mind; have a written handout listing current and desired employment conditions.
• Do be prepared to express general employment desires and conditions in the initial interview(s). Leave specifics for a later time.
• Do "negotiate" throughout the initial interview process and lay the groundwork for subsequent formal negotiations. Do ask to be evaluated regularly and to be compensated on performance.
  

Don'ts

• Don't offer any expectations that you can not deliver; don't oversell yourself.
• Don't "play tough" - remember this is a win-win opportunity.
• Don't forget that your actions and demeanor reflect on you.
• Don't assume that the interview committee knows your worth as well as the folks "back home"; convey the unique aspects of your background and your expertise that justify your negotiation position enthusiastically.
• Don't go overboard with details; not all factors can be reduced to writing.
• Don't negotiate for the position unless you are really interested.

Source: ICMA Job-Hunting Handbook, "Negotiating Your Total Compensation Package"