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March 31, 2009



*Discussing* the range up front is fine. However, HR never wants it to be a discussion - they always want to know what the candidate expectations are but will rarely talk about the range the position is budgeted for. That means the candidate loses negotiating leverage. If a position is budgeted for, say, $80-100,000, HR asks a candidate what they expect and that candidate answers "Oh somewhere in the $80k range is what I'm thinking of..." they just lost $10-20k per year if they do end up being a finalist. Why on earth would the company pay them more if they're perfectly happy with $80k?

If that candidate counters by asking "Well, I have a good idea of what I'd like but what's the range on this position?" HR will dance around and not answer. That's not a discussion.

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