You have just received an offer for a job you want, but the salary is lower than you expected. What should you do?

Make sure you’re not leaving money on the table by failing to negotiate your salary. According to salary.com, more than 18 percent of job applicants don’t negotiate their salaries. The main reasons they don’t: fear and lack of negotiation skills.

Whether you’re pursuing your first job after graduation or a mid-career position, here are some strategies to keep in mind when evaluating and negotiating job offers.

1. Look at total compensation rather than salary alone. On average, total compensation consists of 63-70 percent wages and salaries, and 30-37 percent benefits. Consider the value of retirement plans, telecommuting, flex hours, vacation, medical insurance coverage, pre-licensure supervision and trainings, tuition remission, certifications and other professional development or continuing education opportunities.


2. Consider whether you will you be able to grow within the organization. Will you be able to develop the skills you would like to have on your resume within a year or two? What is the value of that?


3. Know your worth. Research what the market is paying for a particular job by looking at online salary surveys (e.g., payscale.com), job postings (e.g., indeed.com) and by speaking with peers and managers in organizations with positions that interest you.


4. Evaluate what you need and want. It is usually appropriate to ask for 10-20 percent more than what you are currently making, but consider your current financial responsibilities, cost of living and financial goals, as well as the mission of the organization. Sometimes, changing careers may warrant a reduction in pay.  


5. Ask for time to evaluate the full scope of an offer before you negotiate. Most employers will not find this unreasonable. Review the total compensation package, and consider making a counter-offer supported by the research you have done and that highlights your strengths.     


6. If you can’t get your desired salary, consider how the job can help position you in your career. You may have to start at a lower position to get your “foot in the door,” but make sure you will be able to work on projects that will give you the right experience.