Do everything you can to postpone a salary discussion until you have a job offer.Why? When you have an offer, you know the employer wants you. You are at anadvantage then.It's also important to avoid discussing your past salary. You want your job offer toreflect your future work, not your past. And for older workers, it is more likelythat past salary does not show what you can do now.If you are pressed to give your salary history, you can say:"It feels a little early to talk salary. First, I'd like to talk more about how I cancontribute to the company.""I've been lucky to work for companies that pay well. I know that you do too.""I think I bring the skills this organization needs. My salary history doesn'tdetermine the good match we have."Then, try to change the subject. Ask a question about the job.If you can't get out of giving some salary history, give the widest range you can.For the low end, tell your lowest salary without benefits added in. For the highend, give your highest salary with every benefit you can think of added in. At this point, you want to avoid under- or overpricing yourself.If you are pressed to state your salary requirements for the new job, give the rangeyou have researched. If the lower end of that range is too low for you, don't say it.Move the range up. Once you describe your acceptable salary range, it's hard tonegotiate higher.
Stay calm and reasonable. Approach the negotiation as a win-win - for you andfor the employer.Practice some negotiating phrases before your interview. Show the employer thatyou are a skilled problem-solver and communicator. That's the kind of person theywant to hire.If you're getting nowhere on salary, briefly review your skills and experience.Stress your value to the employer. Refer again to the salary range you'veresearched.Or, switch the discussion to benefits. Ask for more vacation days, more flextime,time off for caregiving - whatever your priority is.Once you've reached an agreement, review it briefly, out loud. Then move onright away. Show your enthusiasm for the job. Stress how much you want to work for this company or organization.