In order to place yourself in a strong position once you have identified the ideal role, you must establish interest from an employer from the outset by ensuring that your CV, covering letter and the skills you sell yourself around during interview match the job specification you are targeting. By doing this you will be better positioned for negotiation when the time comes.
Graduate level - where to begin?
As a graduate, salary negotiation might appear to be out of the question, but by understanding the negotiation process a little more you can build your confidence in this area and develop your approach.
The first step is to build a framework upon which to negotiate a salary. Find out what the market salary range for the type of position is. Decide what the lowest salary you will consider is, and what skills you possess which make you worth a higher salary. Most trade publications have recruitment sections at the back of each issue, which will give you an idea about similar positions. Your recruitment consultant can also offer advice on what positions are available to you as well as the salary/rate you can expect.
Intermediate - Getting the best deal
Opportunities for salary negotiations and benefits at mid-level can be vast, having established relevant experience alongside knowledge of the working environment. At this stage if asked what your salary expectations are prior to an offer, say that you have a range but that it will really depend upon the total package.
Only when you have received an offer in writing will you have room to negotiate. If the employer offers a figure/package and it's lower than your ideal, you must tell them. At this point you may need to be fairly direct and assertive even though you may feel apprehensive. The support of your recruitment consultant at this stage can be vital, as they have specific experience in securing the best deal.
Senior level - Knowing your worth in the marketplace
At senior level, understanding the negotiation process becomes even more important to ensure you achieve a salary and benefits package reflective of your skills and experience. Your negotiating strategy should be carefully planned to achieve the salary and package you require. Avoid being seen as demanding - assume a level of assertive respect and the situation should be comfortable and productive.
Perhaps surprisingly at this level, using a recruitment specialist can still reap rewards. Their relationships with employers, detailed knowledge of the employment marketplace and skills at negotiating best package deals can certainly benefit most senior level personnel.
Saying "Yes"
Once you have concluded all negotiations it is important to request confirmation of these additions in writing. Obviously, once you have received your written offer you are then able to formally (in writing) accept the new position.
Saying "No"
A polite refusal to a job offer is an applicant's responsibility as well as a professional courtesy. If you have other offers to consider, a week is an acceptable timescale to work to. By notifying an employer that you won't be taking up an offer of working for the company you allow them to continue their search as quickly as possible.