Dean Jones says:

"What you say makes perfect sense...But I am unwilling to go THAT high, especially for a fresh Ph.D.  I am willing to go to the 53rd percentile.  Regardless, I will expect some serious research output from such a salary! 

Also, I want to know how you will work with us to satisfy our college's need for improving our "through-put:"  We need to graduate our students in four years.  To do that, we need you to teach more students."

How will you respond?

1.  "OK.  I'm willing to come down a bit in my wage request.  I do think my offer to teach two summer session classes will adequately meet the college needs.  I think, given my research record and potential, I am  justified in requesting a salary that is at least the 80th percentile.  Don't you think so?"

2.  "Do you think my offer to teach two summer session classes will adequately meet the college needs?"

3.  "I've offered to teach two summer session classes; that is time that will be taken away from my research productivity.  I've offset that by requesting that I only teach two days per week.  What needs are still not being met?"