This is the time and place where all of the hard work and information gathering will hopefully pay off.  You will have to demonstrate logical reasons for the requested salary and benefits and have data to support your positions.  As those of you who have sat in negotiations realize, logic does not always control.  This is where the behind the scenes conversations with politicians or pointing out bad spending practices by the agency will assist you in getting the agency to see the correct “logic.”  Every tool available to you should be ready to be utilized for negotiation meetings.  You should be aware of the number of people who have left your agency recently, the number of positions that are open and arguably can’t be filled due to the low salary and benefits.

When negotiations at the table stall or become a waste of time, below is further discussion on how to get the agency to come around to your position.