If the salary offered is insufficient, there are several strategies you can use to negotiate.  If the offer is less than you’re currently making in a similar or lesser position, you might state: “I appreciate the offer but it’s lower than my current salary and I need to make more than my current salary to make a move.”  Possibly the job responsibilities could be broadened to justify a higher salary. 

If the salary seems less than the fair market value for the position, lay out your research and what you’ve learned about the fair market value of the position in your geographical area and negotiate from there.  The employer may arrive at a figure half-way between their offered salary and the fair market value salary you uncovered, depending on your qualifications and the demand for your skills. 

Be sure to demonstrate your value to the employer through emphasizing your unique skills, knowledge, accomplishments and how you can contribute to their organization.  Also, make sure your references give the employer positive and specific feedback about your qualifications.    

Remember that other benefits count. If a salary isn't negotiable, you may be able to obtain monetary awards such as a signing bonus, commission on sales, or a bonus for hitting performance targets.  There are also other benefits such as more vacation days, tuition reimbursement, moving expenses, stock options or profit sharing. Consider requesting an earlier performance review so your next salary discussion is moved forward.  Finally, if you decide to accept the offer, ask for the terms of the offer in writing.