Why is it that many people can breeze through multiple interviews or “super Saturdays” yet choke when it comes time to discuss compensation and salary? For many, instantly all the confidence of nailing the interview goes right out the window. Thoughts about the questioner trying to gleen some extra information out of you in order to offer you below what you want come to mind, causing more distributive conflict.
I have sat through dozens of interviews and if there is one thing I have learned about interviews it is that no two are the same. Some will have you come in twice to meet the whole team, others will screen you with a phone interview before bringing you in front of the hiring managers, and even others will put you through stress interviews or case interviews to see how you react and think. Nevertheless, nothing makes me twinge more than when a recruiter tries to pre-screen you with salary type questions or when I have wrapped up interviews and your direct contact tries to hone in on what you are making or what you are expecting to be offered so they can gain the upper hand.
In all four years of my undergraduate studies, I don’t think any of my classes discussed salary negotiation. If salary was discussed at all, it was discussed in a negative sense in that it was something to be avoided until the bitter end. To help you in your job prospects, I have compiled responses to typical salary questions asked by recruiters, HR managers, and hiring managers. The best thing you can do is go through these and prepare as much as possible. The more you practice in front of a mirror the easier this discussion is going to become.
Before delving into how to answer salary questions, I want to stress that in any negotiation you should negotiate over your interests and not over positions. In my experience, job negotiations where the hiring manager wanted to simply hammer out a salary and not think about the full package (ie: extra vacation, telecommute options, and others) ended up in a poor result that the employer usually was not happy with. Particularly, corporation can have “policies” that they cannot be flexible on, but this should not limit them from thinking outside the box to reach a result that will make them and you happy. Companies not willing to do this will enter into a very distributive discussion where I would bet that no one wins. Without further ado, below are some great responses that I have had successful experiences using in the past.
What salary do you want? What salary are you looking for? What is it going to take to get you on board? What salary do you have in mind?
-I’m sure you have a figure in mind. What have you budgeted for the position?
This quickly turns the question around on them and makes it sound like another business transacton.
-Let’s determine if I’m what you need, and if your company is what I am looking for. Could we discuss salary a little later?
-I’m sure we can come to a salary agreement if we both agree that I am the right person for this job. If possible, I would like to agree to talk about the salary later.
The last two imply that you are more concerned with finding a right match for the both of you and that you are not comfortable discussing at this moment in time.
What are you making now? What is your current salary? What are your past earnings? What did you make in your last position?
- Salary won’t be a problem. But, I am not exactly sure what the job is, so maybe we can talk more about that. I’m flexible and I am sure that when we come to some agreement on the job, we can work out the salary.
- I am compensated well right now, and I have worked hard for it. But, I would hesitate to tell you what it is, because I am concerned it will put you off. I know that salary will not be a problem. I am a fair person, and I am sure you are too. I know we will come to an agreement.
- I’m being paid very well and I believe I am worth it. But, I am very interested in your company, and I am willing to make an investment in this. As far as I’m concerned, salary won’t be a problem.
Why?
- Well, if what I earned was higher than what you wanted to pay, you might think that I’m overqualified. If it’s under, you might think I’m underqualified. I would prefer to be judged on my ability to do the job. What did you have in mind?
What salary are you worth?
- An employee’s worth is measured by his or her contribution to an employer. I expect to contribute and to be paid a salary commensurate with that contribution. I know you will be fair. Otherwise, I would not have applied to your company.
- Once hired, my first priority is to do the job I’m being paid to do. If I perform well, I would expect to advance accordingly. However, money is not foremost in my mind. Too much concern about the paycheck can lead to a poor attitude and result in a poor job. As long as my focus is doing the best job possible, I doubt will you have anything to worry about.
What would you like to be earning (two, five, or ten) years from now?
- At any point in my career, I’d like my salary to keep pace with inflation and be competitive with what similar positions pay.
- However, I don’t see myself as an “average” employee. I always strive for excellence and never settle for anything less than “above average.” So logically, my income should reflect that.
- If a company earns a return, I would expect the higher the rate of return the more it should invest in its’ people. If I’m not performing at anytime, I should not be here. I have no illusions about employment as a value for value relationship.
For additional answers to the questions above and for supplemental question/answer salary items please click here for a free acrobat file with expanded items.