Tip Three:

Get the range right.

When talking salary, move the conversation into the right range. Ideally you want to "move" the top of your range into the middle of the employer's range. For example, if you know their range is $60,000 - $70,000 and they are trying to offer $45,000 to $55,000, counter by saying "I was thinking more in the range of $60,000 to $67,000." If the hiring firm wants you odds are good that a few thousand dollars difference will not be worth dragging out the recruitment process. It will cost them at least that much to do so. Keep in mind, most employers try to hire above the minimum and slightly under the midpoint. Of course, also be prepared to justify your range by doing your research.

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