Negotiating a job offer can be a scary thing, even in light of the Great Resignation. For all the talk about how the power is currently in the hands of candidates, it’s amazing how often I hear from friends and colleagues about how they were too nervous to negotiate for more than they were initially offered.

Here’s the thing: the vast majority of hiring managers are expecting some sort of negotiation. They may even be disappointed if you don’t ask; after all, if you’re not willing to advocate for yourself, how can they know if you’ll be willing to advocate for what’s needed in your new job?

That said, there is definitely a right way, and many wrong ways, to negotiate a job offer. Here are 5 tips to get you on the right track.

Tip #1: Salary isn’t the only thing you can negotiate.

So many people go in focused only on salary, that they forget that there are often other negotiable elements of your total compensation package. Here are just a few potential things your employer might be willing to negotiate on:

• Vacation time
• Bonuses
• Health care benefits
• Expense reimbursements
• Signing bonuses
• Job title

The list goes on, depending on your industry. Remember: a job offer is usually more than just a salary. If your employer is unwilling to budge on that, they may have more flexibility elsewhere.

Tip #2: Do your research in advance.

Perhaps the biggest mistake you can make as a candidate is not doing your research to understand what the industry standards are for your type of job and location. Knowledge is power, and having knowledge of what sort of salary is competitive can help give you a sense of whether the offer you’re receiving is fair or not.

If the offer is below fair market value, having this research handy gives you a clear, rational argument as to why it should be increased.

Tip #3: Understand your ZOPA.

Your ZOPA is your “Zone of Possible Agreement.” If you think of it like a Venn diagram, it’s the area where your needs and your prospective employer’s needs overlap.

In order to arrive here though, you need to know yourself and your requirements first. What are the non-negotiables that you won’t compromise on? Where might you be a little more flexible?

Making a clear list of each element of a job offer, and prioritizing them according to what is most important to you, will help you go in prepared and ready to put together a coherent argument as you negotiate.

Tip #4: Be positive in your negotiations.

Remember, you catch more flies with honey than vinegar. Be friendly in your negotiations, and show your enthusiasm for the offer and opportunity! You’re much more likely to get what you’re asking for if your prospective employer feels like the two of you are in the ballpark, and all it will take is a bit of movement to get to common ground.

On the other hand, if you act rough and tough and give off the impression that you’re worlds apart in your expectations, you might leave the hiring manager wondering if there’s any reasonable counteroffer that you might be willing to accept. That’s no way to negotiate, and it’s no way to start off a new relationship. So be nice!

Tip #5: Focus on the value you bring.

Many candidates make the mistake of focusing on what they want when negotiating, instead of why they should be granted it. They say, “Oh can you do better? I really want to get to X salary for this role.”

What you should be saying instead is something more like this: “Based on what I heard you say about trying to solve “X” challenge in your world, I believe my experience with “Y” uniquely positions me to help you move that forward. Between that and the standards for similar roles in this area, I believe a salary of $XX would allow us to move forward. If you’re willing to meet me there, I can sign the paperwork on the spot!”

Your prospective employer doesn’t care why you want what you want. They care about why you’re going to be worth it for them. Answer that for them, and you get yourself that much closer to the offer of your dreams.

Don’t: Ask for more after getting what you want.

Bonus tip for you: make all of your requests at one time. Don’t ask for a little bit more, and then a little more, and a little more after that. That’s called “nibbling” in the industry, and it’s highly frowned upon.

Taking this approach in your negotiations will sour your first impression and start you off on the wrong foot at best, and even possibly cause the hiring manager to rescind their offer in the worst case scenario. Just don’t do it.

Wrapping it Up

Negotiating a job offer doesn’t have be scary. Remember, if you’re at the point where the organization has offered you a job, it means they want you more than anyone else for the position. There will never be a better time to ask for what you’re worth than in that moment, so make sure you take the opportunity to advocate for yourself. Follow the tips in this post, and you’ll increase your chances of landing in a place that leaves both you and your hiring manager feeling great.

As a final note, not all job offers require negotiation. If, after doing your research, you find that the offer that has been extended to you is fair and equitable for both parties, there’s nothing wrong with extending a message of appreciation to your employer and letting them know you’re excited to get started. In fact, that’s a sign that you made a great choice on who to work for!