You know the question is coming, and yet it catches you off guard. Should you dodge it, deflect, or tackle it head-on?
JobScripts provides you with a detailed guide on how to handle challenging workplace conversations. Career Coach Eliot Kaplan, with nearly 20 years of experience interviewing over 5,000 individuals, empowers you to take control of the dialogue, instilling confidence which is key in any discussion. This week, we focus on responding to the tricky question of your desired salary.
Q: I'm going into a job interview and know they'll ask, "How much do you want to earn?" What's the best way to respond?
A: Hiring managers have valid reasons for asking about your salary expectations beyond simply trying to undervalue you. Many states now restrict questions about current salaries, but employers want to avoid wasting time on candidates whose salary demands exceed the role's budget. Be ready for this question; it's a standard part of the process.
Traditionally, the strategy is to let the interviewer state their figure first, but recent studies suggest that naming your desired salary might be more effective. Even if you aim high, it sets a reference point for the negotiation. Personally, I prefer the first method for those less experienced, but I'll share phrases using both approaches.
As always, go through the script, practice it repeatedly, and adapt it to feel authentic to you. Rehearse in front of a mirror or with a friend before the actual interview.
What to say: "I prefer not to specify a number at this point, but I'm eager about the opportunity and trust that you'll offer a fair salary and benefits, and we can reach an agreement together." This buys you time while keeping them interested.
What you hope to hear: "That's fine for now, but we'll need to revisit this topic when an offer is on the table."
What to say when it comes up again: "I understand, and we can definitely discuss it further when the time is right." Just keep dancing around the topic.
The response you dread: "It's premature for that discussion, but we want to align with your expectations to avoid wasting time. I need you to provide a figure now."
Your response: "I've researched the compensation for this role within your company and across competitors. To consider leaving my current position, I'd need at least $75,000." Ensure you've done your homework; if the typical range is $65,000-$75,000, aim for the higher end to set a favorable starting point.
The unexpected reply: "That's a bargain. We budgeted $90,000 for this position."
Your response (maintaining composure): "Considering my qualifications align perfectly with your job specifications, I would expect that amount." And resist the urge to celebrate on the spot—save that for when you're home.
About Eliot
Eliot Kaplan brings 18 years of experience in talent acquisition, having interviewed over 5,000 candidates. Now, he offers career coaching at coacheliotkaplan.com. He believes there's a JobScript for every workplace challenge, so send your inquiries to info@savinghunt.com.
