We’ve asked Brett S., who interned with Reynolds and Reynolds this summer, to share his experiences and advice about working in the real world and at Reynolds.

Look, we all feel the same way – no one wants to talk about money, especially when there’s a potential job on the line. But there’s no avoiding it; you have to be prepared. Fear related to talking about money is equaled only by that of Voldemort in the wizarding world. We can ignore it and give it different names, but it’s still there to be dealt with. And much like overcoming the fear of saying Voldemort’s name out loud, being able to confidently talk about money is a skill to be practiced and honed.

Here are four things to know to expertly handle the money conversation:

Know Your Audience

There are two sides of the conversation, the recruiter’s and yours. The recruiter isn’t your enemy for wanting to discuss salary; it’s part of the process. It’s important for you to stay positive. Treat the recruiter with respect and respond to input whole-heartedly.

Know Your Worth

The best way to effectively step into the world of salary negotiations is to know your place. It’s important to know what you can offer the company now and in the long run.

Your resume is an important tool at this point. What you put on your resume, how that relates the position you are interviewing for, and how you explain your experience (which is covered in the next section) helped set you apart from other candidates. This information also can help you get a leg up in salary conversations.

Know How to Market

The experiences you have acquired from previous internships or jobs, school projects, and volunteering all can help you make your case for your desired job and salary. 

For example, anyone could have studied abroad in a foreign country, but not everyone can reflect on the cultural differences that had to be pinpointed and overcome. Actively working to rise above those differences to thrive in a foreign land has taught you the importance of flexibility and working with others when overcoming obstacles. Or, you can just say you went to France, visited the Eiffel Tower, and ate a delicious crêpe.

See the difference? 

Know When to Say No (and Yes)

Negotiating is all about establishing a repartee – a back and forth between you and the recruiter. It is neither good to just say “yes” to the first offer, nor is it smart to say “no” to everything. Research is your best friend. Find the average salaries for similar jobs so you can support your position and be confident in your choices. Above all else, be reasonable.

Negotiation is an art form. There is no one way to go about it. But, you can always be prepared. Follow these steps to help build your confidence – and success – with the money conversation each and every time.