The word “negotiation” usually conjures up images of pain and suffering for most people. Aside from root canals, Dear John emails, and Pauly Shore movies, few things evoke more dread. I know this because I have a dark and dirty secret ” I paid for my higher education by working as a telemarketer. Each and every one of those calls burned one thing deeply into my psyche” most people hate only one thing more than telemarketers. Negotiating.

Though I didn”t know it at the time, those countless calls helped prepare me to negotiate my first career job offer far more than any lecture I attended. Consider this article penance for my ill-spent college days, hawking long distance while interrupting your evening dinner.

Do Your Homework

The most important piece of homework you will ever do in college is preparing for your salary negotiation. What good is it to graduate at the top of your class if you accept a bottom-of-the-class salary”

Successful negotiations are based on information. Whether you are selling a long-distance calling plan or negotiating a job offer ” the more you know, the better.

First, you should determine your market value. (Hopefully you had a vague idea of this when you picked your major!) Before you can negotiate a salary, you need to know what a company will pay for a job. The city, your skills and experience, and the competition for the job will all factor into this. It may seem like a daunting task, but there are several excellent resources to help. See these resources at the end of the article for websites and books that can help.

Knowing your market value will give you perspective on the job offers you receive. An uninformed job seeker will jump at the first offer, unknowingly accept far less than market value, and be happy doing it. Remember, the fact that it is more money than you ever made doesn”t mean it is the best offer you can expect. Do your homework, and get the facts.