When you’re negotiating the salary for a new job, you may be tempted to use the top end of the posted salary range as a starting point. Why not aim for the highest amount? Well, because you’re likely to be disappointed. Companies post that range to weed out candidates who wouldn’t take a salary cut, and the top end is usually the maximum pay for an experienced candidate. If you don’t meet all of the job’s qualifications, starting with that top number is unrealistic. Do a little homework. Many job websites provide salary information for particular firms, or for types of jobs in specific locations. Use that information to figure out what your starting point should be. And don’t forget to pay attention to other aspects of compensation, such as vacation time or tuition reimbursement. Salary is important, but it’s not the only thing that matters.