What Color Is Your Parachute 2018 by Richard N. Bolles copy

The Second Secret of Salary Negotiation
The Purpose of Salary Negotiation Is to Uncover the Most That an
Employer Is Willing to Pay to Get You
Negotiation. There’s the word that strikes terror into the hearts of most
job-hunters or career-changers. Why do we have to negotiate?
Simple. It would never be necessary if every employer in every hiringinterview
were to mention, right from the start, the top figure they are
willing to pay for that position. A few employers do. And that’s the end of
any salary negotiation. But most employers don’t.
They know, from the beginning of the interview, the top figure they’re
willing to pay for this position under discussion. But. But. They’re hoping
they’ll be able to get you for less. So they start the bidding (for that is
what it is) lower than they’re ultimately willing to go.
And this creates a range.
A range between the lowest they’re hoping to pay, vs. the highest they
can afford to pay. And that range is what the negotiation is all about.
For example, if the employer can afford to pay you $30 an hour, but
wants to try to get you for $18 an hour, the range is $18–$30.
You have every right to try to negotiate the highest salary that employer
is willing to pay you, within that range.
Nothing’s wrong with the goals of either of you. The employer’s goal is
to save money, if possible. Your goal is to bring home to your own
household the most money that you can, for the work you will be doing.