For many, the hardest part of the job search process is handling salary questions. No one wants to intentionally leave money on the table, and yet too often a few fatal errors actually steal potential dollars right out of your pocket.

Catherine came to me for career coaching after her much desired job went to someone else. She had been a well-paid regional sales manager for a pharmaceutical company, who took a severance package when her company merged, and she refused to relocate to keep her job. So she sent out resumes, networked, and landed a promising interview.

Then she made the fatal mistake that robbed her of the new position. She had assumed the prospective employer would ask her about her past salary and was prepared for it. When the question came up, she pulled out her W-2 income statement to show the $143,000 she was proud to have made. She didn't get the job.

She later told me: "I was absolutely shocked. When I inquired why I wasn't hired, the recruiter said VP of Sales had been struck by how LOW my salary was. He thought I was exaggerating my accomplishments." It turns out the VP's salary range began at $225,000+, and he wanted people with track records at that level.

Catherine asked: "How should I have handled the situation?"

Catherine had committed the first cardinal sin of salary negotiations: revealing what she had been paid. Always, always, always establish your value first. Why? The psychology at play here deals with human nature and people wanting to get what they want. This is especially true for employers. You gain the competitive edge in the salary negotiations process when you are the one they want to join the team. Once the screening out is over, the employer switches to the "recruit mode" trying to sell you on taking their job.

The most effective negotiations strategy begins with knowing what your skills and abilities are worth. Don't know? Go to the tools section of RobinRyan.com and use the salary resources to get a figure. Next, it's best to stress your value and the potential results you will bring, without discussing dollars. Employers have been known to sweeten the pot by $20,000 or even $30,000 more once you've established your worth. Live by the mantra, whoever mentions salary first loses -- so don't let it be you!

When faced with the "What salary do you expect if we offer you the job?" question, most job hunters make the classic mistake and just throw out a number. An error here can cost you the job just like it did Catherine. Better to deflect the question until after they decide you are the one for the job. An appropriate reply might be: "I expect to be fairly compensated for my work. I feel confident that if we determine I'm the right person to do the job, we can reach an agreement."

Your winning strategy is this: keep the conversation centered on how well you can do the job. Continually sell yourself. Market your best strengths, give examples of past results, and you will influence the employer to decide that he or she must hire you. Once the job offer has been formally made, then it's the right time to discuss and negotiate the salary you want and deserve for performing that job.

To conclude, your four keys to salary negotiation success are:

• Ask for a fair price
• Sell yourself and Reiterate your worth
• Whoever mentions salary first loses
• Ask for more

Employers have been being very generous when making new hires lately so being prepared to handle the salary questions like a pro can add many more dollars to your next paycheck.