Negotiating #6: Use Your Enthusiasm Throughout
If you load maximum enthusiasm into your statements, it becomes nearly impossible for the employer to conclude that you should not be with them. Enthusiasm assumes even more importance when you have been underpaid. Ideally, an offer should be based on your value to the company, but in reality, most employers will base their offers on present earnings.

      At the same time, follow the principle of introducing other criteria on which to base the offer. This can include the importance of the job to the firm, what you would make with a raise where you are, your total compensation package, what you believe the market is for your background, or other offers you are considering. In the example that follows, notice how there are no demands, only questions. By inviting employers to explore the situation, you are giving them the freedom to reach their own conclusions about whether their offer is too low.

      Using this approach, you come across as enthusiastic, sincere, and slightly vulnerable -never as cold, calculating or aggressively demanding, or as someone who is putting them in a corner. Your comment might be:

      "Charles, let me first tell you once again how pleased I am over the offer. I feel very positive about the prospect of joining you, and I can only say that my enthusiasm has continued to increase. This is the job I want. It's a situation where I could look forward to staying with the firm for the long-term.

      "There is one hurdle that I have to overcome. You see, I've been underpaid for some time, and it has created a situation where I need to start earning at a rate reflecting my ability to contribute. If I stayed where I am, I'd be due for a raise, which would put me close to your offer.

      "In talking with other firms, I've discovered that some of them realize this, and they have mentioned ranges that are 25 percent higher. Now, I don't want to work for them-I want to work for you. But I do have some pressing needs. Perhaps the firm could approve a higher offer. Can we pursue this together?"