Discussing the Dreaded Salary Question

For some job seekers, the dreaded salary question looms over the job search and interview process. Although the discussion can be intimidating, it is crucial. When handled professionally, the salary talk demonstrates that you understand the industry, know how to negotiate, and that you are capable of advocating for yourself. With a small amount of advance preparation, you can be ready to approach the conversation with confidence.

Do Your Research

Before you start a round of job interviews with a company, do some research to get an idea of the going market rate for people with your experience and education. Online resources can be a useful starting point, but they may not be accurate for your area. Once you have a general idea of the standard pay scale, look for more targeted salary resources published by local professional industry associations. Use these reports to come up with an acceptable salary, but don't stop there — do a reality check by running the figures past other professionals in your field. This extra step provides a great deal of timely, location-specific backup information for when the salary question arises.

Choose Your Salary Range Carefully

When discussing the salary question, some employers ask for an acceptable range. If this occurs, be aware that the employer is likely to provide an offer that's close to the lower number. Choose your range wisely, and ensure that the low-end option meets your needs and expectations. As a rule of thumb, consider whether or not you'd be disappointed with an offer on the bottom of the range. If so, increase the low number, and provide a smaller range, if necessary.

Know Your Worth

A salary discussion is a negotiation. To advance your cause, present evidence that demonstrates your value. Appeal to the hiring manager's business sense by framing the conversation around the needs of the employer rather than your own needs. Look to the job description for specific ideas on how to frame the salary question. If the job requires three to five years of experience, and you've been in the field for five years, remind the employer that your extra expertise enables you to lead a team or work with less oversight. If you specialize in a coding language or software that the employer uses heavily, explain that you can save the company time and money on training. By viewing and presenting yourself as a true asset to the company, it is possible to approach the salary question with confidence.

Consider Non-Monetary Compensation

Employers do not always have a great deal of wiggle room when it comes to salary. If the final number is lower than expectations, don't write off the job. Consider negotiating other perks to sweeten the deal. Ask for an extra week of vacation, for example, or request that you be permitted to work from home two days each week. Inquire about other perks, such as a new computer, free gym membership, flex time or a sign-on bonus.

The salary question is unavoidable, but it doesn't have to be a dreaded part of the interview. With the right preparation, negotiating compensation can be an exciting opportunity to bring your job search to a satisfactory close.

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