While it's good to understand the market prices for your skills, negotiation is a lot about understanding the other party's goals and needs and best-guessing th

While it's good to understand the market prices for your skills, negotiation is a lot about understanding the other party's goals and needs and best-guessing their maximum price. They will have a maximum price in their head. So, determine that maximum price. Assume that since you've gotten to the negotiation phase, you've exceeded their expectations. Ask, 'how many people are you hiring?' If it's more than one, at the same position, then they may have more demand. It also may imply that their budget for hiring is above average. Ask, 'how difficult has your interviewing been?' If it's been difficult, and you've reached this stage, then your in a better position for negotiation. Ask, 'what have been your main criteria in hiring?' If it points to a rare skill that you have or some background experience or knowledge that is unique, then you're in a better position. Ask, 'are there any other candidates that you're interviewing, and how do I measure up?' If there are no other candidates, and/or you're the best candidate that they have, then you're in a better position. Ask, 'do you have upcoming milestones or deadlines?' If so, then may have higher immediate demand. Ask, 'what are your goals in hiring me?' If they want to put you to work immediately, then you're in a better position. If they are primarily interested in grooming you, they may have more patience to hire. Ask, 'who approves the hiring, and are you able to hire me today?' If someone else approves, it may be a harder negotiation. If they can hire you immediately, then you're in a better position. Finally, don't set your price, first. If they ask, 'what is your price?', ask them 'what is your typical range for this type of position?' Get them to offer their price first because it's always on the lower end of what their range is. Then, consider your position. Ask for something that is slightly outrageous. For example, let's say you determine that you're in a good position. They offer you 80,000. Say that you were thinking more in the 120,000 range. Read their reaction to that. If they seem offended, say 'but, that can be negotiable, based on your benefits, etc.' Then, talk to them about the other benefits of the position, and come down slightly. But, once your initial price is set, that will be the baseline for further discussions. Always come to the table with as much information as possible. Always ask for add-ons. Ask for more non-financial benefits. Ask for more vacation. Ask for a more flexible schedule. If it's a big company, you're not in a good position to ask for extras, however. Tell them that you'll give them an answer very soon, and set a specific date. It will show that you're serious. If you plan wisely, you can have multiple offers from different companies at similar time. Use these other offers to both gauge the demand and to play each offer against other offers. And, remember, it's always supply and demand.