What's your strategy when it comes to talking cash in an interview? Find out what works.

In its many stages, a job interview can resemble so many other events: the awkwardness of a first date or the fancy footwork of a display of Irish dancing. For Karen, a 34-year-old working mother, a second interview for a Web production job was like a heated match between Agassi and Sampras.

As talk turned to money, her interviewer asked her straight-out for her current salary. Wary about revealing too much too soon, Karen tossed the question back, 'Actually I'd like to know what you were thinking this position warrants…' He countered by asking again. Karen returned the volley. On and on, the two went back and forth, until finally, the interviewer divulged a salary range. Only then did Karen feel confident about entering into the discussion. When she said she was thinking of something a bit higher, he duly increased the salary.

While Karen's salary tango may have veered into a version of playground I-asked-you-first, it illustrates a moment in the interview process fraught with implications and anxiety. How does a woman negotiate for money, while remaining a reasonable candidate and savvy advocate for her own best interests?

Salary discussions during interviews don't have to be complicated, experts say, as long as you follow a few simple rules and arm yourself with common sense, confidence, and old-fashioned research. Follow these tips and you can leave your tennis racket at home.

Pretend You’re Miss Marple

'When negotiating salary, you should have done ample research so that you know your realistic, fair market value,' says Rachel Cohen a recruitment consultant. That is, be prepared. Factor in your years of experience, special projects or initiatives, and the overall economic climate. Government figures state that unemployment figures are falling. That translates into more companies vying for fewer workers. Professional organisations, government labour statistics and exploratory interviews with other firms will give you an idea about salary ranges. All these cold, hard stats mean you are less likely to be undercut when bargaining.

Be Straight

Be as upfront and honest as possible, says Melanie Kusin, a managing partner of an international executive recruitment firm. ‘Any sort of duplicity such as upping the figures may be perceived as dishonest, and can come back to haunt you.’ Some companies will check with current employers about salary ranges. Talent advocate Cohen (that means she's a recruiter) says she's seen many a client's job slip away due to dishonest manoeuvring. Don't be intimidated. Just be honest and clear.

Should You Tell All?

We found opinions on both sides of the fence. Kusin suggests if you're asked flat out, tell them. Sylvia Ho, a lawyer specialising in workplace issues, warns against winning a salary tug-of-war at the expense of losing the good will of the interviewer. But many interviewees still balk at speaking first.

'The best advice I ever got was when they ask what you're earning, say “You know what the job is worth. I'll let you know if the figure's too low” ’says Kim Narisetti, a 29-year-old senior editor. Narisetti thinks most employers will try to offer candidates as little as possible, 'But when you show that level of confidence, they don't want to insult you,' she says. 'They have always come back slightly higher than what I was expecting.'

We suggest a little of both approaches and tailoring the response. If you can avoid divulging salary first, then great. If not, don't let your measly current earnings determine your new income. Explain that because of your experience, skills, the added responsibility (in the new job) and your energy and motivation you would be looking for a significant salary increase in any new job. Keep in mind you can always revise your desired salary down (and look like a motivated candidate for considering a pay cut). But once a figure is named, it's almost impossible to inflate it.

Don't Mix Business With Pleasure

The company is a business and the interviewer's job to get you as cheaply as possible. 'Women forget this. It’s not about being as nice as possible. Don't apologise, don't backpedal,' says Cohen. 'Firm is not bitchy or rude - it is confident, strategic, and competent. ' Exude confidence and assert yourself in a solid but kind manner, says Cohen. After all, you have enough friends; you're looking for an employer.

Go the Extra Mile

Pounds and pence are just the beginning when it comes to negotiating your package, says Ho. If the basic salary isn't enough but they aren't budging, have a list of other requested perks: an extra week of paid holiday, flexitime or a four-day week, stock options, bonuses or an early pay review. Some bonuses can be a healthy percentage of your salary and an extra week’s holiday is worth a lot too.

In the end, good old-fashioned homework, honesty, and a healthy dose of confidence is the best way to make sure that you get the job you want on agreeable terms. The bottom line, as Ho sees it, is that you are either going to walk out of that room happy or unhappy. Be a smart negotiator, make yourself happy and possibly a little bit richer.