Penelope Trunk advised last week that you should never answer the question, “What’s your salary range?” 

I disagree; it depends on when the question comes and who asks it. In fact, there is a lot of research that suggests “anchoring” is an effective way to begin a negotiation.

If you have already convinced the questioner that you have the skills and experience for the position, there is no harm at all in being clear about what you expect vis a vis compensation. Remember, you can’t get what you are worth if you aren’t willing to ask for it.

But you won’t know what the right range is if you haven’t done your homework.  What is the fair market value for the job?  Consider the industry, the geography and the company. 

There is a wealth of information on salaries available on the Internet (check out sites like www.thevault.com; you can learn even more through social networking sites (see www.linkedin.com, for example).

In fact, one of the best ways to assess whether the position is a good fit for you is to talk about the salary range early.  If what they are paying is too low, the job is probably not what you think it is.

TAGS: career goals, disconnects, negotiating pay