Job seekers who want potential employers to “show them the money” may be in luck, a new Robert Half survey suggests. More than one-third (38 percent) of executives interviewed said they are more willing to negotiate salary with top candidates than they were a year ago. Just 5 percent of respondents said they are less willing to negotiate.

“Job seekers, especially those with skills in high demand, are gaining leverage in salary discussions today,” said Max Messmer, chairman and CEO of Robert Half International. “Still, there are many things that can go wrong when negotiating pay and candidates should approach these discussions with a clear understanding of how far they should take the conversation.”
One way to be successful during a salary negotiation is to do your homework. Job candidates can research the latest salary trends for cities, industries and job titles by reviewing compensation surveys and publications such as Robert Half’s 2012 Salary Guides and talking to colleagues and recruiters.

And keep in mind that it’s never a good move to mislead a prospective employer about your current compensation or other higher-paying job offers in an effort to get more money. Instead, reiterate the value you can bring to the firm, and be honest about your desired salary.

And remember, if negotiations aren’t successful and you decide to walk away from an offer, do so gracefully. You never know when you might cross paths with the hiring manager again.