Negotiation can be tough for those who don’t know how to do it and what must be the process. Based on my limited experience, sharing some thoughts which might help.

Before we start, I am NO expert in negotiation. These thoughts are purely based on my personal experience of hiring and being hired. Feel free to share your methods so that we all can learn.

There are four stakeholders in salary negotiation :

1. Your internal monologue (let’s call it ST1). This guy knows your worth, self potential and confidence level.

2. The pragmatic you (ST2)

3. The recruiter (HR/consultant/hiring manager - ST3)

4. Recruiter’s approver (whom ST3 approaches for a final decision - ST4)

And then let’s divide the overall negotiation process in two stages :

1. The interview process before negotiation

2. Negotiation stage and beyond

Don’t jump the gun. Keep these two parts separate and don’t mix them.

Now let’s discuss the two stages and the relevant stakeholders in detail :

1. Before Negotiation

Ask a lot of questions during the interview. If you have different interviewers, it’s a blessing. Gauging interest and finding more from different people is a great opportunity to gain a better perspective.

Don’t ask questions for the sake of it, you will look foolish. Ask questions whose answers will help you decide :

1. Whether you should join the company or not (no matter what the company offers you)

2. If you decide to join, you have to negotiate and the info will help.

3. Key levers you have, to be able to create a winning negotiation (for eg, they need someone to join asap, they need someone from a particular company/industry and many such, write them).