As you're sitting across from your next prospective hire during the interview process, remember one thing: despite all his or her questions about your company's history and values, what's really going on inside that brain is one query--what can I expect to receive? As much as CEOs and presidents would like for their underlings to be motivated by pure joy for their jobs, at the heart of it, workers toil for their compensation. While some do manage to get satisfaction out of their time in the cubicles, most get their real rewards every other Friday.

Benefits are the linchpin of your negotiations. For blue-collar jobs that employ largely unskilled labor, you can afford to lay down your rules with authority. After all, if your candidates don't like them, there's always a line of willing workers waiting at the door. For higher level executives and experienced managers, benefits are generally more negotiable. Nevertheless, it's always helpful to lay out your offer in black in white, on the page, in no uncertain terms.

And in the Middle of Negotiations

A seasoned professional will know that despite what your manual says, everything is negotiable. He or she will also know when and how to argue for the benefits desired. If you're looking to nip this part of the interview in the bud, it's best to present the terms of your benefits package right up front instead of asking what your candidates expect to make. Printing up your starting salaries, vacation days, and medical and dental benefits in your employee manual can help you stand firm when it comes time to bargain.

It's okay to be rigid when volleying back and forth, but it hardly behooves bosses to be unreasonable. Emergencies arise in every workplace; kids get sick, cars break down, keys get lost. Do yourself and your interviewees a favor and show a modicum of flexibility in these stressful situations. Sometimes, breaking from the dictates of your manual can end up netting you even better productivity from workers who can relax and know their jobs are safe, even in a major crisis.