Benjamin Todd

Then look for objective metrics and win-win solutions.

Can you give up something the employer cares about in exchange for something you care about?

For instance, other people with my level of experience in this industry are usually paid $50,000 and can work at home two days per week.

But I'd prefer to work with you.

Can you match the other companies?

I'm really motivated to learn sales skills, so I'd like to work alongside person X. This will make me much more effective in the role in six months.

If your position is weaker, you could negotiate about a future promotion or salary increase.

I'd like to work towards this insert position name.

What would I need to do in the next six months to make that happen?

Then ask them to commit to it if you hit their conditions.

Negotiate after you've started.

Once you start the job, try to perform as well as possible, and then negotiate again.

Most employers will be very unwilling to lose someone who's already doing excellent work.

Just bear in mind, most companies have a standard performance review process, so wait until then to make your request.

Lots has been written about salary negotiation, so this hardly scratches the surface.

Appendix 7 contains a list of resources to learn more.

Have a plan to stay motivated.

Your first job search may be one of the hardest things you've ever done.

You've probably never been rejected 30 times in a row before.

It can involve months of work.