Negotiating pay

Preparation, patience and a positive attitude are the qualities needed for negotiating remuneration for a new job.

Ray Duggins, larger-than-life boss of New Wave Resourcing has this piece of advice for his sales people: 'You've got two ears and one mouth. Use them in that proportion.' This tip is just as appropriate for that most delicate of situations, negotiating a salary or remuneration package.

totaljobs.com has assembled a variety of specialists in the fields of headhunting, recruiting and negotiation to offer advice. They've all got different takes on salary negotiation � but on one point they are in agreement. It's no use jumping in where angels fear to tread. Instead, listening for the right cue and waiting to play your hand are the wisest of tactics in this particular game.

Never reveal your hand
Avoid saying what you want up front and putting your cards on the table, recommends David Wilson, mentor to senior executives. This applies whether you are a junior job seeker or a seasoned executive.

An employer may try and tease out your price and you can parry with replies such as: 'I'd prefer to keep discussing the job right now' or 'I'd like to explain a little more about what I can offer'. Once a recruiter has made it clear they want to offer you the job, the power is in your hands and you can start to negotiate.

"Don't lose sight of the overall package. Pension contributions and training allowance - as well as the usual laptops and mobiles - can all beef up the basic salary."

Don't ask about salary until directly asked
Don't jump into the topic uninvited. It's usual for the interviewer or employer to raise the subject, advises Phil Sharp, managing director of Elliot Marsh recruiters. But if they haven't done so by the end of the interview it would be perfectly reasonable to say something along the lines of: 'what kind of salary are you looking to pay for this position?'

If they ask you what you're looking for, rather than name a figure, a good answer would be: 'This is a step up and I'm sure you'd make me an offer that is appropriate'. The danger of naming a figure first is that you get tied to it.

Remember the six Ps
"Proper planning prevents pitifully poor performance", quips David Peters, managing partner of head hunters Heidrick and Struggles. Basically every candidate should enter a job interview knowing their market worth and able to back up with examples of their career value.

The same advice extends to knowing the value of your entire remuneration package including, health, bonuses and options. "Have your ducks lined up � it's not smart to have to start counting on your fingers."

Don't lie
"We've had horror stories from clients who have hired and then discovered the person lied about their previous salary" says Jonathan Wiles, regional director of recruiter Michael Page. Some employers will view it as gross misconduct while the best case scenario is that you have demonstrated you are not trustworthy.
It would be a shame to be fired the day your P45 arrives in account from your previous employer. So don't be tempted to be economic with the truth. If you're good enough you can negotiate the increase anyway.

By Helen Beckett