Finally, remember to smile, Gillis says. While negotiations can seem confrontational, the goal is to come to a common, mutually beneficial understanding, he says.
"The employer's job is to get the best talent for the least amount of money. Your job is exactly the opposite," Gillis says. "When it comes down to it, you're both people, and the goal is to reach a common ground. The company's made you an offer already, so they want you to work for them, and they're hopeful you'll want to work for them, too. You just have to make it a win for both sides," he says.