Your first response

Rather than leaping in and saying, yes, thank you, I accept, say: ‘that’s very exciting, thank you’. Sound excited but not desperate. Then let the caller tell you more. If you allow them to, the negotiator will lead the conversation.

If you are talking directly to the hiring manager, continue in interview mode during the early part of the conversation, albeit in a more relaxed and chatty fashion. Your objective is to raise your worth in the employer’s eyes as high as you can.

Let this person invest time talking with you, and getting to know you. Work to make them even more certain that you are the right person. Encourage them to tell you more about the job and the terms and conditions. Check the meaning of things by asking: ’so, does that mean…’ Steer clear of salary initially, if you can.