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At least that's what negotiation expert Kim Keating claims in " Lean In For Graduates," the latest edition of Sheryl Sandberg's popular manifesto for working women. The new book, released earlier this month, targets recent graduates entering the job market. It includes the Facebook COO's original text, as well as six additional essays by other career experts.


She says in order to successfully negotiate your salary, you'll need to gather information about both parties. "The time you invest can pay off in a big way. And I mean that literally."

Keating suggests using,, and other websites that offer free compensation and benefits information to figure out what you're really worth. You'll want to determine the average compensation range for someone with your level of experience and skills and in your industry or company (or a comparable one, in terms of number of employees, revenue size, and location).


Another thing to consider: How badly does the company need or want you? If the employer is interviewing dozens of other candidates just like you, you'll have less bargaining power. But if you offer something nobody else does, they may be more willing to pay up, she explains.



And, finally, determine what Keating calls your "walk-away number" — the lowest offer you'd be willing to accept.

It may be tempting to accept anything if you're desperate for a job. But it's imperative that every job seeker — especially new and inexperienced ones — determine their walk-away number and stick to it.