Ask The Headhunter, by Nick Corcodilos, speaks to your readers with candor and humor. Each week for more than a decade, Nick's job-hunting tips and concise answers to tough questions have earned him a loyal readership.

In addition to the weekly Q&A format, Nick gives readers a voice of their own with his Headhunter's Challenge section of the feature. Nick poses a challenging career scenario and offers your readers a multiple-choice quiz. Readers can then visit your Web site, where they can vote, track results in real time and read more of Nick's expert advice and commentary.

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Sample Column

SHOULD I DIVULGE MY SALARY?

Q: When I apply for a job, companies routinely ask what my current salary is. It seems this would give them a negotiating edge and limit the money they might offer. Should I divulge my salary history to a potential employer?

NICK'S REPLY

Withholding salary history might cost you an interview, but divulging it is like showing a car dealer your checkbook balance before negotiating a price.

My advice: Be polite when you decline to divulge your salary history, but be firm. Increasingly, companies realize that demanding salary history is an invasion of privacy.

And you're absolutely correct: If you comply, a company is likely to base a job offer on your salary history rather than on your abilities, and you'll lose your negotiating edge. (Or, it may disqualify you if your current salary is too high.) Say "no," and the company is likely to back off.

A smart employer should know better than to rely on another company's "salary judgment" about a prospective hire, especially if you're coming from a competitor. A savvy job candidate can get the best deal by insisting on a fresh evaluation.

Some companies will continue to press the point. I've heard every argument about why a company needs your salary history, but never a compelling one.

Here's the classic: "It's our policy. We can't consider you without seeing a paycheck stub." That's the cop-out of a bureaucrat who loses great candidates. But I'll bet your current employer's employee handbook suggests a good response. "My employer's policy is that certain company information is confidential —including what they pay me. I can't disclose it, but I'll help you assess the value I can bring to your company."

Of course, this puts you on the spot. Can you demonstrate your value in a compelling way? If not, you have no business being in the interview. On the other hand, if you have prepared a mini-business plan showing how you will do the work profitably, that's where a smart salary negotiation starts — and it's what separates you from your competitors.

THE HEADHUNTER TIP

Cast the word "interview" out of your vocabulary.

When you let an employer interview you, you put yourself in a weak position.

Have a working meeting, and you can engage the employer on an equal footing, where the goal is to work together. Roll up your sleeves. Ask the employer to put a live problem on the table —something you would be expected to handle if you were hired. Better yet, do your research in advance and know what that problem is. Demonstrate how you would tackle and solve it. Engage the employer in your demonstration. Ask for guidance, and ask for insight.

This is not an interview. This is your first day on the job. Behave like an employee discussing your work with the boss. If you don't deliver clear value, you'll be fired. Demonstrate your ability to do the work profitably, and you'll be back.

THE HEADHUNTER CHALLENGE

Waiting to hear back on an interview.

It's been 10 days since you interviewed for the job. The company said it would make a decision in a week, but no one has gotten back to you. You are eager to know what's going on because you really want this job. What's your best next step?

POLL

1. Patiently wait it out.

2. Focus on other job opportunities.

3. Call the human resources office to request an update.

4. Call the hiring manager to say you're still interested.

5. Give the company a deadline because you can't stand waiting.

(Cast your vote for The Headhunter Challenge poll online at your newspaper Web site here. We'll post the results along with The Headhunter's expert opinion.)