| The job interview is progressing just great. You've | | | | a choice whether or not to provide a compensation |
| established a good rapport with your interviewers and | | | | number. |
| you feel really positive about the opportunity. But then | | | | Whether you want to answer the question directly or |
| that 800-pound gorilla of a question is tossed at you: | | | | indirectly, immediately or later, here are four principles |
| "What kind of salary are you looking for?" You want | | | | to help you craft a professional answer to this |
| to be cooperative, but you're torn. Do you answer the | | | | inevitable question. |
| question and move forward? Or do you play the | | | | What to Say, When You Say It |
| "you-tell-me-first" game? | | | | Use the following examples as a guide. Modify them to |
| Sometimes, a well thought out "non-answer" will earn | | | | suit your style and personality, and practice until you |
| the employer's respect; other times it will simply annoy. | | | | can say any one of them with a smile. |
| The experts can lean either way, so you need to | | | | 1. "I was paid well in my last (or current) position. The |
| understand the different schools of thought, then | | | | number was in line with market conditions and the |
| decide how to answer. | | | | results I delivered. I'm very interested in this opportunity, |
| Before the salary question comes up, you need to find | | | | and I'll be happy to discuss my compensation history |
| out the appropriate salary range for someone with | | | | when we determine that I'm the right person for the |
| your experience in the kind of position you're seeking | | | | job." |
| within your market. There are a handful of web sites | | | | 2. "I realize you need to be sure my expectations are |
| that can provide this information. You should research | | | | consistent with the salary range for this position. To |
| salaries as well as information about the company as | | | | ensure that we're aligned, please tell me your range for |
| part of your pre-interview preparation. | | | | this position." |
| The idea behind trying to postpone an answer to the | | | | 3. "I'm reluctant to focus on just one factor at this |
| salary question is that if you state a salary too early in | | | | stage, when other factors affect what makes an |
| the hiring process, you lose two big opportunities. The | | | | opportunity a great fit. What's more important to me |
| first is to get them to love you before they know the | | | | are the position, the company, the people I'd be |
| price. Until they want you, you have no negotiating | | | | working with, and growth potential. So far, I'm |
| leverage. The other opportunity is to demonstrate your | | | | impressed with what I have learned about this |
| ability to handle an uncomfortable situation (i.e., being | | | | opportunity and I remain very interested in learning |
| asked this tough question) confidently and respectfully, | | | | more!" |
| without caving - a prized skill in most jobs. | | | | 4. "The actual figure will depend heavily on a number |
| If you feel it's in your best interests to avoid the | | | | of important variables, but my experience and |
| question, your reply should respectfully and | | | | research tell me that fair compensation for this position |
| professionally communicate three general principles: | | | | falls in the range of __________." [Note: Name a |
| * Your interest in the opportunity; | | | | wide salary range toward the higher end of your |
| * Your expectation to be paid in line with market | | | | expectations. For example, "$45,000 to $65,000 per |
| conditions and your experience level; and | | | | year" or "$14 to $19 per hour."] |
| * Your willingness to discuss salary history once you | | | | Remember, your negotiating leverage goes way up |
| and the company decide you're the right person for | | | | once they're convinced they can't live without you. But |
| the position. | | | | some employers will insist on a number up front, so be |
| To Answer or Not to Answer? | | | | ready to give one. If you don't give one, chances are |
| If you're applying for a sales-oriented job, where | | | | the employer won't toss your resume in the |
| negotiation skills are critical to success, then by all | | | | wastebasket, says Michael Neece, chief strategy |
| means, demonstrate your negotiating finesse and your | | | | officer at PongoResume. "Your resume has already |
| ability to diplomatically sidestep the question. If you're | | | | proven that they want to talk to you. I've never known |
| applying for an administrative assistant's position in a | | | | of a situation in which a prospective employee was |
| huge company with a rigid salary structure, there's not | | | | eliminated from consideration after an interview |
| much point in negotiating. | | | | because he or she refused to answer the question." |
| When you should answer depends on when in the | | | | Don't get caught off guard. Craft a response that feels |
| hiring process the question comes up. Some | | | | comfortable for you and practice saying it. Think that |
| companies demand salary history with your application. | | | | sounds silly? Remember that being unprepared for the |
| Others will ask the salary question in an initial phone | | | | salary question can literally cost you thousands of |
| screen. The trouble is, at these early stages, they're | | | | dollars if you undersell yourself, or price yourself right |
| most likely trying to screen you out, not in. Even at | | | | out of consideration. |
| these early stages of the selection process you have | | | | |