Salary Negotiation From the Employer's Perspective

Job candidates -- even attorneys -- always wonder about mentioning salary or other compensation. Raise it in the first phone call? Further down in the interview process? Or wait until an offer?

Roy Maurer, an editor at SHRM, gives us a glimpse of what's happening on the other side of the table. It turns out that employers have similar anxiety. In "How Employers Can Negotiate the ‘Money Talk’ and Win," employers and recruiters discuss when to raise the issue of money.

Not surprisingly, the more badly you're need by the company, the more leverage you'll have. But abusing that comes with a cost.

Bottom line for candidates: do your salary research. Know what you're worth on the market and what the employer is paying others.