Negotiating salary in the interview

"We know you said $60,000 was your range, but we're now thinking about $42,000. The VP wants to take his wife to Chile this fall, you see..."

A very small amount of people are good at negotiating salary. (Typically it's hard-charging males, although admittedly that's a stereotype.) There are a couple of different reasons for this. To wit:

• Very few people truly understand what their salary represents and how it's determined

• Similarly, many people don't know the market factors that make up their …