Let’s imagine Wu-lei

Let’s imagine Wu-lei in another version of the story in which $62,000 was a lot lower than what she had expected.

• If she says, “That’s not acceptable,” she closes the door to any other possibilities.
• If she replies, “How about $68,000?” expecting the employer to counter halfway at about $65,500, she still may be cheating herself out of thousands of dollars a year.

Here are some ways Wu-lei can use open-door negotiating by not mentioning any exact figures. She can respond to the interviewer’s proposed range in a number of ways:

ANSWER: [leans back in her chair for a moment, thinking, then leans forward with direct eye contact] To tell you the truth, I was expecting something somewhat higher.

Or . . .
ANSWER: (Leans back and then forward) I was actually expecting a substantially higher figure.

Or . . .
ANSWER: Thank you, but I’d be much more inclined to accept an offer closer to the seventies or eighties.

Or . . .
ANSWER: Hmm . . . I think I would find the offer more attractive if it were closer to $70,000.

Taken from : Fearless Interviewing - How To Win The Job