Questions about salary history and expectations often elicit people's feelings of anxiety, particularly when times are tough in the job market. Many who have been unemployed for several months worry their power to negotiate has diminished. Others know they are overqualified for the positions they seek and fear their salary history will screen them out of consideration.
Fortunately, there are ways to sidestep these obstacles and enhance a job offer -- even in this economy -- says Laurence Shatkin, a leading occupational expert and author of the recently released book Your $100,000 Career Plan. He stresses that the most important thing to remember about salary questions is to delay discussing them until after a job offer has been made.
"Employers often ask for your salary expectations or salary history very early, perhaps even as part of the job application form or letter. This makes it easy for them to screen out a large number of applicants who don't match the salary figure they have in mind. Don't screen yourself out by giving this information," warns Shatkin.
In his book, he provides a framework for answering such questions and steps that will better prepare candidates to launch verbal negotiations. These tips include the following:
Before an Interview:
- If there's a blank on the job application demanding a figure, write "Negotiable."
- If the employer refuses to interview you unless you indicate your salary expectations, give only a large ballpark estimate and make clear that you expect both parties will be flexible as you learn more about each other.
During an Interview:
- When asked about your salary expectations, shift the conversation back to your qualifications. For example, you might want to respond, "I'm sure you pay your employees fairly, and I expect you to pay me a fair wage for a person with my background. So let's discuss my background and what I can do for your business."
- If you feel you must specify your expectations, give a broad range based on research rather than on wishful thinking.
- Inquire about how much competition you're facing. If you're the only job candidate remaining, you'll be able to negotiate from a stronger position.
- Use every opportunity to explain how you can improve the organization's bottom line, because that is what justifies better pay.
Laurence Shatkin is a leading occupational expert and has written several popular books, including 150 Best Recession-Proof Jobs and Great Jobs in the President's Stimulus Plan.
