Article: If you make the move to schedule the meeting, it shows confidence and initiative, and also puts you in control. Before the date of the meeting, practice speaking in front of a mirror especially if you are someone who is prone to nervous tics or hesitation when speaking. If necessary, consider practicing your negotiating skills with a friend or family member who can support you and give you pointers to improve. Before the meeting, do whatever you need to do to build your confidence and get yourself in the zone. Understand that if you've just been offered a position, you have the most bargaining power. You are nothing but potential, so now is the time to show them that you mean business. If you need to listen to music or do some deep breathing exercises, do what makes you feel powerful and in control. You started with control, so you want to maintain control. Speak first rather than allowing the person meeting with you to start things on uncertain footing. Tell your potential employer that you're really excited to get to work, and that you appreciate your offer. Providing an exact number makes you look more confident and signals that you've done your research. For example, you might say "Based on my knowledge base, skill set, and performance, I was expecting an offer more like $65,271." Pick a number closer to the top of your range. The employer will no doubt come back with a lower number, so don't start out at the minimum you think you deserve. Rather than focusing on your own needs, focus on the company and what you can do for them. If the employer hedges or attempts to talk you down, stick to your guns and reiterate your enthusiasm and readiness to work for them, while also showing confidence in your abilities. Once you've put your number on the table, remain calm. Don't try to fill the silence or empty space with empty rambling or small talk. If the person says "I'll have to get back to you," get a time frame, and then leave it alone. For example, if you're told you'll hear back by the end of the week, don't call or send an email until the following Monday. Remember that the appearance of confidence includes being in control, so even if you're on pins and needles, don't show it. If you constantly badger them with emails or phone calls after the meeting, you'll only appear desperate and pushy. If you receive a response that still isn't within range, don't be afraid to shoot them another counter offer. The corollary to this is that you can't be afraid of being rejected outright, and you also must be willing to walk away if you don't get something suitable.

What is a summary?
Plan a meeting in advance, if possible. Pump yourself up. Start the conversation. Give a specific number, not a range. Stay positive. Wait for a response. Be willing to counter.