I have a friend who's been a News Director for a long time. He's had this trick he's used for years when he has to submit his budget. He makes a list of all the stuff he really needs, then adds a few extravagant things. He knows he has no chance of getting some of these items, but he also knows the GM will never give him everything he asks for. Psychologically, the GM will feel better having cut some things from his wish list. So if he needs a few new cameras, a new editing system and a new news car, he might add a helicopter to the list. The GM always cuts the helicopter, and he usually ends up with what he really needs.
The same holds true for you when negotiating the details on a new contract.
When you get an offer, always ask to review the contract. This will give you time to let your lawyer look it over, and you the chance to come up with a counter offer. Remember, you have nothing to lose by making a counter offer. NDs expect it, and the worst thing that can happen is that you'll get a "no" on your requests. But if you play your cards right, you should at least end up with something. A News Director is always going to make the lowest possible offer, because part of his job is to work within his own budget. But there is often some wiggle room when it comes to salary and perks, and you owe it to yourself to ask.
A ND will generally make an offer and ask you for a decision by a certain day. When you call on that day, you should politely give the ND your counter offer. You can put it like this: "I know that things are tight these days, but I was hoping you could come up with a little more money." It is at this point that you can add whatever you like to your wish list: moving expenses, relocation expenses (a hotel for two weeks while you find a place to live), hair, makeup, clothes, and an out clause toward the end of your contract. One of your requests is likely to be the helicopter on the list. The ND will generally come back and hopefully give you some of the things you've requested.
One more tip on a multi-year contract. It is always easier for a ND to give you more money in the second year of a contract. Psychologically many managers will simply worry about next year when it rolls around. Another trick to get more money is offering to move your starting date back a bit. If you're offered 36k per year, and you start even two weeks later, the ND has saved $1500 in salary. And you can remind the ND of that fact.
The big red flag: Never, ever sign a contract under duress. If a ND says, "You have to sign right now or I'll offer the job to someone else," then leave skid marks. You always need time to have a lawyer review your contract.
The other big red flag: job description. These days people are hiring reporters and turning them into one man bands. If you see the term "reporter/photographer" on the contract, you're gonna be shooting your own video despite what you're told in your interview.
So take your time, be polite, and ask rather than demand. You won't get the helicopter, but you'll probably get something extra for your efforts.
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