Finally, after making it through a grueling interview process you receive that job offer you’ve been gunning for all along. Still, there’s one more hurdle to cross, and that’s salary negotiation.

Though salary isn’t the only factor to consider when weighing a job offer—other incentives, such as a signing bonus, flexible work schedule, or relocation assistance, may help sweeten the deal—getting a fatter paycheck would certainly be nice.

To nab a higher salary, however, you’ll have to do some negotiating. Now, here’s a lesson that may surprise you: What you don’t say is just as (or potentially even more) important than what you do say.

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