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When you are asked what your salary requirements are, you reply "that is an unfair question!" "You have expectations and so do I. If employees have any value for you, each personnel decision ought to be a win-win situation for both the company and for the worker. You know what other companies pay - so do I. If you want me, we both need to come with a win-win scenario which will make us both happy. If you cannot pay over a certain amount, I need to know that now."