It's not possible to cover every aspect of this complex interpersonal maneuver, but the following best practices are mined from a number of expert resources and our experiences guiding hundreds of our MOAA members through the process. 

• You do not always want to negotiate. Very few hiring managers will enter negotiations without a second choice candidate waiting in the wings. Accordingly, the decision to negotiate a very reasonable offer that recognizes your skills, experience, education and energy may lead to the offer being rescinded and the hiring manager moving to the back-up candidate. 

• Strive to delay any discussion of pay and benefits until later in the interview process when your leverage is greater. Although, there are a number of human relations professionals who will not let you progress in the hiring process until you disclose your salary history and expectations. If asked to disclose early, attempt to deflect by emphasizing you would prefer to defer salary discussions until you have a more complete understanding of the expectations for the successful candidate. If forced to disclose early, respond with honesty and humility and express a willingness to carefully consider any reasonable offer. 

• When pushed for a number, be prepared to justify why you are positioning yourself at the top end of what you believe to be the range for this position. 

• Your internal contacts in your target companies will be your best source of salary ranges. Other sources include Salary.com, Glassdoor.com and PayScale.com. However, recognize that many online sites rely on self-reported and anonymous data. 

• Always insist on an offer letter -- sometimes referred to as an at will letter -- which should specify base pay, bonus potential, long-term incentives (if applicable) and employer retirement contribution. It's best practice to never accept an offer letter on the spot. If you choose to negotiate, identify two to three aspects of the compensation package, reporting relationship or work routine as the focus of the negotiation. 

• The following factors will work in your favor during every negotiation: a willingness to build rapport, intense listening, compassion and empathy for the other party's position and a willingness to compromise. 

Throughout this process, concentrate on building a relationship. And, as we know from our military service, relationships have a lot to do with trust; trust has a lot to do with your ability to negotiate; and your ability to negotiate has a lot to do with getting things done.