by Kent Johnson

In today's competitive and ever-changing  job market, you need to learn the fine art of negotiating if you want to land the career of your dreams.  CEOs and other top executives have known this for a long time, that's how they secure multi-million-dollar contracts from large corporations. But job seekers at every level can benefit from learning how to negotiate.

Unfortunately, the art of negotiating is seldom if ever taught in our institutions of higher learning.  Professors are great at teaching facts and figures, but not so great at teaching students some of the skills they'll need once they're out in the real world.

Some people think the only time you need to negotiate is when you're shopping for a new car or buying a home. But this skill is just as important during a job interview, when your future career and future earnings are very much on the table.  Learning how to ask for a higher salary or a better benefit package will pay off handsomely in the long run, and will help down the line when it's time to seek a raise or a promotion.

Here are some tips for negotiating during your next job interview:

1. Do your homework. Learn everything you can about the company and position you're targeting.  Read the business section of the local paper, go to the library, search online, and make some phone calls.  And take notes about everything you learn so you can refer to them later.

2. Dress not to impress. It's important to dress neatly and professionally, but you want to make your real impression with what you say and do, not with what you're wearing.  Interviewers are almost always impressed by candidates who are direct, authentic, and above all, honest.

3.  Leave that prepared statement at home. Interviewers usually aren't interested in a speech you've rehearsed for hours in front of your bedroom mirror. You're better off asking intelligent questions, probing to discover what the interviewer is looking for, and taking notes as needed.

4. Don't come across as desperate. Most people can spot desperation a mile away. Sure, you might really need the job, but just don't act like it.  Desperation will take away any edge you may have in a negotiation.

5. You don't have to compromise. Compromise is great in a marriage, but not so great when you're negotiating for a job.  Like acting desperate, it puts you at a disadvantage from the start.

6. Find out what the interviewer is looking for.  Ask probing questions, and see if you can discover what he or she considers a "good fit" for their organization -- and you.

7.  Don't get emotional.  You may be anxious or even fearful during an interview, but you need to stay calm and emotionally neutral at all times. Try breathing deeply from your diaphragm to help relax. 

8. And finally, don't make up answers.  An effective job negotiation is based on information gleaned from the interviewer, so don't try to bluff your way through it.  If you don't know what the interviewers means by something, ask. Take good notes during the interview. And if you don't have enough facts to answer a question intelligently, ask for more information.

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