Compensation and Benefits

The path to a successful salary negotiation

What do you say when the interviewer asks: "What are your salary expectations?" Some candidates look like a deer in the headlights, while others stumble or mumble words they don’t remember later. The smart candidate has a strategy and an answer at the ready.

Most all positions have a salary range: A minimum and a maximum. Companies try to hire new employees near the mid-point, or lower. Why? Because they want to provide room for the employee to grow financially as the range also continues to grow each year. That means is there is always some room to negotiate a starting salary.

You probably have a 10 percent opportunity range above an offer, but not always. Here...