"How Much Do You Expect?"

At some point or the other in the interview process you will be asked this highly innocuous yet deciding question - "How much do you expect?"

What you answer to this predictable question is going to reveal a whole lot about you. In effect, you are being asked to evaluate your own actual worth.

In other words, it is the employer's way of finding out whether you are confident, delusional or simply insane.

So before that figure escapes your mouth, rethink!

Laws of Negotiation

They aren't any complex physics laws. But keeping them in mind could help your negotiations go a lot smoother.

Law 1: Do Your Homework

"If you are not aware of the industry trends, then it is very easy to sell yourself short," says Balu Pandian, Director - Marketing, Jobstreet.com. "Remember the company needs you just as much as you need them," he continues.

Here's what you need to do:

• Do a research of the industry. What has its growth been like in the past few years? What is the current salary standard within the industry and the company you have applied for or working in?
• Talk to few people from the industry and from the company. Get a general view of the scenario.
• Evaluate your current position. See where you stand in terms of your talent, skills, interest and long term goals.

Law 2: Bat the Ball Back in their Court

Many a time, the employer may try to play ball by asking you to quote a figure that you are expecting. In such situations, especially if you are a fresher, put the ball back firmly yet politely in their court.

How?

Say that you are not sure. But you consider yourself somewhere in the top bracket of the pay scale, and that there might be some company guidelines for what the starting salary should be for people with your qualification and expertise, so what do they think you are worth?

But if they insist, quote a reasonable figure. You have done your homework, haven't you?

Law 3: The Current Package Trap

In some instances, the employer may not ask you your expectations. Instead they will ask you to quote your current package.

Now you may be tempted to exaggerate a little bit. But control that intention.

"Be brutally honest. Today, HR has good contacts, so they might just decide to do a background check on you. And if they find that you have started on a shaky base, then your chances of getting through are better forgotten," says V. Suresh, Senior Vice President, Mumbai and South Zone, Naukri.com.