say the candidate wants 150 but would take as low as 120. so she writes down 120. she's actually worth 150. the company is willing to hire her at up to 150. Bu

say the candidate wants 150 but would take as low as 120. so she writes down 120. she's actually worth 150. the company is willing to hire her at up to 150. But instead, they say 130. She gets hired at 125 as a result. If they had negotiated, they certainly would have settled closer to 150. Her honesty cost her 12k/yr. The company profits immensely from its dishonesty as long as they say a number just above the candidate's lowest.