Question: I am a severely underpaid accountant in a position that I accepted as an expatriate from New Zealand a year ago when I just needed to get a job. I am looking for a better position with a better salary and an opportunity for advancement. How do I get around this problem and negotiate an improved compensation package in a new role?
-- Nick, London

Nick: Focus on qualifications and experience, rather than your previous salary. Direct and redirect the conversation to keep your previous salary from feeding a potential employer's perception that you are worth less. Start by answering the following three questions for yourself.

• How is your self-worth? If you waffle in insecurity about your worth and identify yourself with your lesser pay/position, your insecurity will come screaming through every response in an interview. Get an "I am capable and confident and worth every penny" mantra going in your own head until you can convincingly convey the value you would bring to the new opportunity.

• What is the going rate for someone with your experience and qualifications? Get real with your expectations. Obtain an objective view on how competitive of a candidate you are. Research the general salary range for the types of positions and organizations you are targeting, then talk to people who are in the field and will objectively react to your salary requirements. Look for patterns in the feedback and gauge your salary requirements accordingly.

• How prepared are you for salary negotiations? Even under the best of circumstances, always be ready to negotiate. Most employers expect this and will offer a figure that is lower than their final offer. Keep salary out of it for as long as you can. Not all interviews will lead to an inquiry about your existing salary, but when they do, indicate that your job is an interim position, understandably so, due to the immediate needs created by your relocation. Indicate that it is neither comparable to the position you are interviewing for, nor reflective of your value. State this matter-of-factly with no hint of defensiveness in your voice, then redirect the conversation by asking a question or making a statement related to the position you are discussing.

The key is to know your market worth, represent yourself confidently and realistically, and emphasize the value you would bring to the position based on your past achievements as they relate to your ability to deliver results to your potential employer.