Any negotiation can make a person bristle or raise blood pressure. In fact, how many people admit they’ll do anything to avoid having to negotiate, haggle or even ask for anything? And, don’t we tend to sit back in awe of those who seem to have the guts to do it? But, is it really that these people have nerves of steel? Or, are they simply armed in ways others could be but aren’t? This is an important issue when it comes to negotiating a salary. So, when you’re in the position to talk money, make certain you are prepared.

Your first step is to understand that, by being hired, you are entering a reciprocal relationship. You want to be at that company, and they want you there. If you define the relationship only in terms of ‘you need them but they don’t need you,’ you will intimidate yourself right out of even broaching a negotiation. Remember you bring value to the table. You have been hired because of what you have to offer, and you should be compensated accordingly.

From there, do some work to put a number on your value as well on what you actually hope to earn. Identify these three numbers prior to your negotiations:

1. Your bottom line. What is the lowest salary figure you will accept? Take into consideration your everyday needs as well as realistically factoring in your experience. Dawn Dugan writes, “There’s absolutely no need to accept a position for less than you are worth, and doing so can set you back significantly.”
2. What others are earning. Find out the average salary of those in the same or comparable position in your industry with similar experience and skills. Karen Alphonse writes, “You should be careful to compare your organization with others of similar size, mission and resources … It is crucial to know where your organization fits on the industry spectrum. This knowledge allows you to assess, in turn, where your salary should lie.” Your research is powerful information when negotiating and helps keep you from getting emotionally sidetracked during the process.
3. Your target number. What figure are you hoping to earn? There is certainly a range of salaries for your position within your field. So, spend time identifying what makes the difference between lower and higher figures, and see how you compare. If what you hope to earn can be justified by both what you bring to the table and your research, you should feel completely confident asking.

In addition to the salary offer, take into consideration the benefits. Dugan advises, “Don’t get hung up on just more money. When all is said and done, the things that make your life easier, increase your skill set, or save you time actually translate into more money.” Factors such as a flexible schedule, opportunity for growth and educational reimbursement should be given consideration, or even negotiated, when looking at the entire offer.

The negotiation process can make anyone nervous, but don’t let that get in the way of engaging in it! Rebecca Healy writes, “The biggest factor in determining whether or not you get a higher salary is based solely on whether you ask. So ask. The vast majority of companies are willing to negotiate salary, but the vast majority of employees never even try.” You have a lot to contribute to the negotiation – perhaps more than you think! Take advantage of available resources. There is plenty of information at your fingertips to help you calculate an educated salary and benefits expectation that matches the value you bring to your new position.

Alphonse, Karen. “Negotiating Non Profit Job Salaries.” ExecSearches.com. ExecSearches.com. 1999. Web. (23 Feb. 2016)

Dugan, Dawn. “12 Dos and Don’ts for Negotiating Salary in a Tough Economy.” Salary.com. International Business Machines Corporation. 2016. Web. (21 Feb. 2016)

Healy, Rebecca. “The Exact Words to Use When Negotiating Salary.” U.S. News & World Report. U.S. News & World Report LP. 2016. Web. (21 Feb. 2016)

Nancy Stoker is a Senior Client Services Representative and Research Associate with ExecSearches.com. ExecSearches provides various recruitment and executive search services for nonprofits including its nonprofit job board.