45. Appeal to the negotiators’ sense of fairness. If the employer is reasonable, they’ll be more than willing to give you what’s fair, so ask for what’s fair and no more-- back it up with examples of why your value to the company justifies your requests. 46. Although you should be clear in your own head on what the absolute minimum you’ll accept is, don’t feel obliged to tell the negotiators what the minimum is. If the organisation knows how little it can get away with giving you, that’s all it’ll give you. 47. For similar reasons, don’t divulge what your current compensation is—if your new company finds out what you’re presently being paid, it’s likely to be influenced by this figure rather than your actual value. 48. If you’re asked outright what your previous or current salary was/is, respond by asking what the salary range or pay structure pertaining to this position is. This is a polite but firm way of steering the conversation away from your salary history and back to the present negotiations. 49. Although it’s best to avoid giving out too much information, you may be asked to name a figure and that’s that! If this is the case, avoid going for a rounded number, because that makes it very easy for the negotiators to shave off at least £5k or so – simply to get to another neat number. Instead, opt for a non-rounded, non-neat number i.e. something that 14
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