Know the top range of what you’re willing to pay for the position. Go into a negotiation setting with a clear number in mind.
Be familiar with the market. It’s important to know what other companies are paying similar employees with similar experience. You want to be competitive and fair in your offer.
Listen to what the individual has to say in their asking for a higher salary. If they provide specific examples of initiative or how they have helped to contribute directly to the bottom line, hear them out and consider the request.
If the request is out of range, consider offering other benefits such as additional health coverage, cell phone or other stipends or more paid time off.
Remember, if you can’t afford the person you’re negotiating with that you can always go back to the talent pool to find someone in your range.