Your resume was top-notch. Your cover letter, unforgettable. Your first interview was outdone only by your second. And now the company you’ve set your sights on is prepared to make an offer. Assuming you really do want the job, how do you go about getting the salary you deserve? You know it will be quite some time before you can ask for a raise, so this is your last chance at maximizing your paycheck. Follow these tips to fatten your bank account before you even set foot in a cubicle.

Get more than one job offer

Easier said than done, sure. But far too many people put all their eggs into one prospective employer’s basket. Don’t let one promising interview stop you from pursuing more, if anything, it should have the opposite effect. Just think: the more job interviews you can land, the more familiar and confident you’ll feel about the process. You’ll increase your chance of receiving multiple offers. And with multiple offers, you’ll vastly improve your negotiating leverage.

Know what you want to be paid and why

You know you have to research, research, research the fair market value of your new job. But keep in mind that one of the primary sources of information is the company that made you the offer! Pay attention to all the data they’re giving you, especially the subtle hints. How badly do they need to fill the position? Did your interview reveal extra responsibilities you didn’t know about when you first began researching salaries? Acute awareness of the employer’s situation will inform and empower your salary negotiation.

Armed with detailed information about the job and the employer, you need to establish a realistic salary range. Avail yourself of as many resources as possible to get the most updated, comprehensive market value profile. Don’t just arrive at a number. Understand what factors determine a fair salary so you’re prepared to discuss the down-and-dirty details. Then prepare to keep your mouth shut.

Listen, it’s your most lucrative negotiating tactic

When you find yourself in the midst of a negotiation; poised and prepared, of course, there’s very little to be gained by saying much. This is important from the initial interview (don’t even think about quoting a dollar amount) but it’s even more critical after they offer you the job. Your information is power. Don’t give it away without using it to your advantage.

When you first hear the job offer, think about it. If it’s lower than expected, don’t panic. You need more information, not just more money. The employer has a reason behind their offer, so ask them for it . . . then listen! Remember to always get the information you’re looking for before responding. In this poker game, there’s nothing wrong with asking to see the company’s cards. When you need to, show them yours. Discuss the gap between their offer and your expectations.

If the offer is at or above what you had in mind, once again don’t panic. You should still ask for an explanation of the reasoning behind the offer. Listen closely and pay attention to any cues that may indicate the potential for more. But tread carefully. Your potential employer has likely done as much research as you have, so don’t pretend you expected a better offer if you didn’t. Still, you’d be surprised how persuasive silence can be. By thinking over every offer and every piece of data fed to you during negotiation, your thoughtful silence just may evoke a higher offer.

Don’t be a jerk

Never forget that this negotiation should resemble a potential marriage, not a divorce. The ideal outcome of a job offer and salary negotiation isn’t just that killer annual income, you also want it to be the beginning of a healthy working relationship marked by mutual respect. You need not be defensive or cocky. Let the strength of your research, your track record, and your skills speak for themselves. Your strong negotiating skills should show your new employer they’re hiring someone with business savvy and strong interpersonal skills.

Again, a negotiation is your last and best opportunity to listen and think about the prospect of accepting a new job and a major life decision. Don’t let any frustration or disappointment show. And don’t be afraid to ask for more time to think it over. At the end of the process, you’ll have to live with the decision you make and the terms of the final agreement. Don’t rush it.

If you’re prepared, confident, and constantly using quality information to your advantage, you’ll be in the driver’s seat of a negotiation destined for success.

We hope you’ve found the advice helpful, and we’re interested in your feedback. What has helped or hurt you after the job offer was made? Any negotiation advice of your own? We’d love to hear your thoughts.

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