Do …

• have an answer prepared for the question: “Why do you think you deserve that salary?” Look at the market and the value you bring to the table. Present your case calmly and with all the evidence.
• make sure you have accurate salary data for your position and geographic area. Use several sources – don’t just look it up on Salary.com and stop there.
• try not to provide a specific salary you are looking for. Instead indicate that your salary requirements are flexible if asked how much you are looking to get paid. If pressed for a number, give a range (i.e., between $55,000 and $60,000).
• have patience. Waiting is always the hardest part, but most of the time, you’ll gain nothing by jumping the gun, or trying to rush the process.

Don’t …

• discuss salary at the first interview, unless the employer brings it up. Even then, it’s best to stay away from any specific salary numbers until the employer makes the actual offer on paper. That’s just good negotiating skill – the side that goes first usually loses.
• ask for more money because you need it. Make sure you can show the employer how you have earned it.
• respond immediately to the employer’s offer. Always ask for some time (a day, the weekend, etc.) to mull it over. If you are being pressed to accept a position in an unreasonable time frame, that’s a red flag.
• skip The PT Student’s article series The Right Tools for Negotiating Your Salary: Parts One, Two and Three.