Pre-Offer

Salary discussions – downplay or avoid​

• ​Avoid stating previous salary unless you’re really happy with it. Employers may base their offer on what you make now. Try to redirect the conversation to what you can bring to the position you're interviewing for and what you're looking for now. You can gently emphasize its non-relevance. ​
• ​Don’t focus the conversation on salary until after you get the offer.

Non-salary discussions should be focus​

• Why are you perfect for each other?​
• What aspects of the job are relevant to learn about?

Post-Offer

If the offer isn't enough:

• Emphasize what you like about the job while asking for more​
• Ask for early salary review​
• Build contingency

If the employer is still inflexible:

• Show other things matter to you.  ​
• More room for integrative solutions elsewhere.​
• Offer multiple packages of equal value to you.

Remember:

• Don’t over-negotiate (especially if you have a competitive style).  ​
• Be careful with tone throughout. This relationship may be very important for you in the future!