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For example, if you want 60K and sense that announcing that figure ahead of time will sink you, you can tell them: ?my range starts in the upper 40s to mid 50s.? That way, you won?t be screened out for what the H.R. rep might consider an excessive salary requirement. Most importantly, it will enable you to go to the all important second interview with the person who has real hiring authority.

Your second interview is your opportunity to ?WOW? your potential employer. Tell them all the things you can and will do for them. Avoid salary negotiating and let them know they can?t live without you. Once you sell them on that point, you will be prepared to give your salary figure of 60K, but only discuss salary if they bring it up [your third interview should be their actual offer to you, however be prepared for an offer earlier than that if you WOW them and they insist on hiring you on the spot.
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