How to talk salary in interviews
There’s a good chance that sooner or later the question of your current pay will come up.
Discussing salary is always a bit uncomfortable, but it’s especially tricky when a hiring manager asks what you make during a job interview. Why? There are a few reasons.
First, maybe they were going to offer you, say, $125,000 – but you tell them you currently make $90,000. Once they hear that, they might decide to offer you just $95,000.
Second, maybe they can only offer you $85,000 because that’s all they have in the budget for this particular role. When you say you currently earn $90,000, they might think they can’t afford you or assume you wouldn’t be willing to take a pay cut, and therefore decide not to move forward with you as a candidate.
Third, if you make much less than the average person in your job, the employer might assume you’re not a highly valued employee. If you’re paid a lot more, they might assume you’re overqualified.
And lastly, it’s just awkward to discuss how much you earn, especially with a stranger.
We spoke to Lynn Taylor, a US workplace expert and the author of Tame Your Terrible Office Tyrant: How to Manage Childish Boss Behaviour and Thrive in Your Job, who provided tips for handling this query. Here’s what she said. 1. Be informed Enter the interview armed with all the knowledge you can about the salary range for the position, so you’ll put your best foot forward, Taylor says.
‘‘Visit salary sites ... to get insight – but also tap into your contacts on LinkedIn and other networks.’’
She suggests talking to people you may know who work at the company, used to work there, or who know others who have worked at the firm. ‘‘Know in advance your desired salary range and try to be realistic based on your research.’’
You might be fortunate enough to get the inside scoop during your discussions with HR before getting into the interview. ‘‘That would certainly give you a leg up in your salary negotiations,’’ she says.
‘‘But many companies will want to vet your experience more closely before divulging their budget.’’ 2. Deflect ‘‘It’s often a game of who’ll blink first,’’ Taylor says.
‘‘But it’s well worth trying, using a great deal of diplomacy: ‘Well I’m flexible on salary. The position and its growth potential are much more important to me than compensation. Would you be willing to share the rough salary range you have in mind for this position?’’’
The interviewer might be easy on you and give you a ballpark figure. In the worst case, they’ll say, in effect, ‘‘I asked you first,’’ putting you back in the hot seat. 3. Gauge the situation If you think your desired salary is too high, inquire about other compensation factors versus a higher or equal salary.
If your salary is extremely below market (one of the reasons you may be leaving your current job), you should explain why.
‘‘Maybe you’ve taken on greater responsibility lately, which isn’t yet reflected in your salary, or your department has downsized,’’ Taylor says. ‘‘You don’t want to alarm the interviewer into believing you’re underqualified.’’
Either way, you’re adding depth and context to your answer, versus giving a terse answer along the lines of simply ‘‘I make X.’’
‘‘You’re also dialling down the ‘deal killer meter’ by inviting discussion, talking up your strengths and asking questions,’’ Taylor says. 4. Vet the interviewer Keep in mind that this is one of those opportunities to judge the hiring manager, too, Taylor says.
‘‘Do they give you a chance to explain your larger objectives beyond salary, or rush to judgment?
‘‘A good prospective boss will listen with interest to your true longterm goals. A bad boss will practically abort the interview if you’re even slightly outside the salary parameters – end of story.’’
In the latter case, you might have just dodged a big bullet. 5. Be honest If your hiring manager is steadfast and lobs the ball back in your court, just answer truthfully, Taylor says.
‘‘But it’s good practice to immediately put back emphasis on the position itself, as an addendum: ‘Compensation is certainly important, but I’m really looking for other factors in my next job, too – such as growth potential and making a difference with a great product and team. Perhaps you can you tell me what is budgeted for the position and we can discuss it?’’’ 6. Don’t lie Whatever you do, don’t tell mistruths or exaggerate about your current salary – up or down. It could backfire with a little investigation.
‘‘Not only could you lose the opportunity, it could damage your professional reputation,’’ she says. 7. Keep the focus on your passion By placing more emphasis on your passion for the position and how you can contribute to their bottom line – versus your salary – you will have their attention and maximise your bargaining power, Taylor says.
‘‘With some advance preparation and the proper strategy, you can warm up this chilly question with a two-way conversation that leads to a meeting of the minds.’’ This story first appeared in Business Insider.