Thomas figures he already knows

Thomas figures he already knows about interviewing techniques because in his last job, he interviewed other people. When Thomas interviewed for this recruiting position in a staffing company, he walked away with an offer of $30,000 base salary plus commissions and a full benefits package.

Stephan has only 3 years’ experience in technical recruiting and is 37 years old. He’s done considerable research on interviewing techniques, salary negotiation, and the company he is
interviewing with. Though his finances have gotten very tight during a period of 3 months of unemployment, he’s willing to wait it out for the right job at the right salary. Stephan has an interview today at the same company that Thomas is interviewing with. Although he has less experience than Thomas, Stephan negotiates for a salary of $60,000 plus commissions with full benefits, a hiring bonus, several perks, stock options, and permission to telecommute from home two days out of the week.

What happened here?
How did Stephan, with 2 years’ less experience command $30,000 more in salary, plus extensive benefits, perks, and stock options? The chart below examines some of the things Thomas and Stephan did differently. The disparity between Thomas’s salary and Stephan’s is not an accident. Stephan consistently applied the techniques of opendoor
negotiating and knowledge of the four bargaining factors. Let’s take a look at what they are.

Taken from : Fearless Interviewing - How To Win The Job