Every job seeker wants to be reasonably compensated. So without a doubt, the most crucial stage of an interview process is when the questions are finally raised, “What is your expected salary?” or “Are you willing to accept this offer at RM5000?

You would not want to be perceived as over-demanding or “too money-minded” but yet not stating the figure you wanted is like short-changing yourself. How do you go about negotiating a salary package that is fair and reasonable?

Here are some things to remember:

1. It boils down to how much they need you. The logic is simple – if the demand is higher than the supply, the price of the product or service will go up. You are the service provider in terms of skills and knowledge. If you are in the category of “can’t survive without” candidates, you can bet who has a greater negotiating power.

2. Understand the job requirements and expectations thoroughly. Without a clear understanding, it’s difficult to get into a smart negotiation.

3. Evaluate the entire compensation package including benefits for a more accurate compensation amount.

4. Be informed of the market value for your profession in the geographical area.

5. Negotiate the salary with the hiring authority. He or she is the one that has to live with the “pain” of an opening. Talking to the HR Department that has salary guidelines as their major concern may not be the best person to negotiate in your favor. Insist on talking to the hiring authority.

6. Approach the salary negotiation like any other interview questions. You do not need to be overly aggressive.

7. Do not negotiate over the phone or via email unless there is no other option. A face-to-face meeting is the best.

8. The larger the company, the less flexible it can be in improving the salary offered. The reason is mainly due to the need to keep with the salary guidelines.

9. Be willing to accept the outcome of not getting the salary you wanted. And be ready for a bottom acceptable figure. If not, are you alright with walking away? It’s important therefore to know your estimated value right from the start and do not hike up your expected pay without any basis in the name of trying out your luck.

10. If the salary is below your expectation, the best thing to do is keep quiet. Make use of the silence wisely. You can choose to look down at the floor for a moment. The nonverbal communication in communicating your dissatisfaction is very powerful. The interviewer will certainly pick up the sign and probably get back to you with an improved figure or other kind of incentives or rewards.