I am often called on to engage in a search assignment for a newly created position. Sometimes, the prospective client does not have a good feel for the market value of that position. They rely on my expertise to determine a competitive compensation package. However, I will not take on the assignment until we have established a competitive salary range that I can present to my candidates. Otherwise, it would be a complete waste of time. The new hire's actual starting salary will require negotiation. Employers expect you to make a counteroffer. But remember, the prospective employer is still evaluating you throughout the salary negotiation process.