Well that leaves two possible cases: (1) the company does not value person's experience correctly and fails to understand the value they deliver or (2) the cand

Well that leaves two possible cases: (1) the company does not value person's experience correctly and fails to understand the value they deliver or (2) the candidate is not going to be able to deliver the value they're requesting to be compensated for relative to younger candidates. #1 is real, I'm sure, but #2 likely happens a lot, as well, due to the American worker expectation of yearly raises and seniority-based pay, regardless of performance.