You’ve just received an offer and even though you aren’t ready to say so just yet, you know the truth: you want this job. You ready—more than ready—to set a start date, grab your employee badge, leave the job search behind, and start the next chapter of your career. There’s only one problem. The salary on the table just doesn’t meet your terms. Ten minutes of internet research make it clear that you can do better. Someone with your skills and experience in this specific geographic area can expect to earn more, and you’re not ready to sign on the dotted line until you know your hard work and sacrifices will be compensated fairly. So how can you let these employers know that you’re willing to deal? Here are a few tips to keep in mind.

Don’t say too much too soon.

Ask for plenty of time to think over the initial offer, and let the employers do most of the talking. When you receive an opening bid, pause before you respond. Think carefully and speak slowly. And ask for at least 24 or 48 hours to consider your answer. Even if the initial number is insulting, or just a few dollars away from perfect, don’t get excited and keep your emotions and thoughts to yourself. If your employers change or raise the offer within the allotted time frame, don’t rush to respond. Insist on taking your full 24 hours.

Consider what you’re willing to give back.

Before you being the negotiation process, have a clear idea in mind regarding the items on which you’re willing to compromise. For example, what if your employers can’t budge on salary, but they’re willing to add to your benefits package or offer a generous list of perks? Will you be caught off guard by this suggestion? Ideally, you’ll be ready for a twist like this and you’ll already know what you are and aren’t willing to take off the table.

Know the difference between standard and additional.

If you’ve researched the topic, you may know perfectly well that a 50,000 dollar salary, ten PTO days per year, and dental benefits are all very common expectations for an employee in this role. But there’s a strong chance that your employers will claim to sweeten the deal by adding these elements as gesture of interest or an act of generosity. Be careful, and expect what’s reasonable. Don’t assume that this offer comes at great sacrifice to these employers, even if they claim that it does. If they have to break the bank to offer the bare minimum of what you deserve for your labor, that’s their problem, not yours.

For more on how to land the job you need at the salary you want, contact the staffing team at PSU.