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'He who names first figure ...loses'

Q. I'm returning for a second interview at a company I really want to work for, and I know the question of salary is bound to arise. I have a good idea of what I am worth, what other companies are paying for the same job, but I don't know what they will offer me. How do I respond when we get to the question of what I expect to be paid?

Ans. Since you are so well informed about the going salary, set the lowest figure you can work for in your mind. If they should ask what you expect, remember that the first person in any negotiation to name any figure loses. Instead of giving a number ask what they are willing to pay. Then try and meet somewhere between what you want and what they offered. If the best you can get is much lower than you can work for, say you are disappointed but will take the job if they agree to meet again in four or six months to renegotiate.

 

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