Ask the Expert Dr. Kathleen Wells is a professional career coach and Director of Coaches That Care. She has coached thousands of clients through the stages of successful career development. Negotiating a better salary Q: The company I am negotiating salary with starts all its middle management people at the same rate. How can I negotiate a better rate? A: Chances are if this is company policy you cannot. But you can make a good deal just the same. Pursue a couple of different things. First on the salary, let them know you understand they do not know you or your work. Ask how long the probationary period is. Make the suggestion that during that time you will prove your worth with the skills you know they need. Be specific with what you will do for them. Then tell them at the point they decide to keep you (note I didn't say if but when), you would expect an increase of a certain amount. Again be specific. The other thing you can do is look at benefits. It may well be true they begin equal positions at equal amounts, but can you work a few hours less a week or accrue leave time faster? Get better stock options? Cover all your bases and in all instances remind them of what is in it for them! Also see: Negotiating for a raise