Job Interview Questions/Great Answers (Part 6)

This is one of my better answers (speaking immodestly), if asked the fated question before the interview.

• “That is difficult to answer before we have had a chance to talk. To give you one salary number might be misleading. Depending on the opportunity, my acceptable salary figure might be higher or lower. Salary, in my mind, is one part of a total package. To me, compensation is composed of salary, bonus, opportunity, job content, responsibility level, chances for advancement, fringe benefits, work atmosphere, challenge, opportunity to learn, to accomplish goals, etc.“

• “After the interview you can judge my abilities and whether I fit the job. I have no doubt I can do the job. With that in mind would it be possible to defer discussion of compensation until then?”

• “I can almost guarantee that if you like me and I like you, we will be able to make a deal.”

• “If you still want me to give you my salary number, may I give you a range that assumes the rest of the package is competitive?”

Job-Search Coach Comment

(Repeat from my previous Hub: You should have a range in mind, such as upper 20s to mid-30s, $13-$15/hour, $125,000 to $150,000 plus options, around $12/hour, at least $75K - depending, and so on. Try to avoid a single number, if feasible. Make the range broad enough to encompass what you feel is your realistic market worth.

Push your limit?

You might even push the range up a tad (more about how to do that in our later Hub on Negotiation Techniques in Job Search. If you are not too outrageous you may find yourself suddenly in a new pay-level world. And that’s a nice position when looking forward to your next raise or next job. (Often employers give percentage raises. So if you start with a higher base the dollar raise is obviously better)

“But I don’t like negotiating”

If you don’t feel comfortable with this approach, there is nothing wrong with giving a definitive number. Keep in mind that if you do well in the interview, the recruiter might up the offer so as not to lose you.

It’s negotiable

Even saying something like, “It’s negotiable”, while a bit wishy-washy (in my view), is fine as long as the interview continues. And the interview is what you want. But the interviewer might still ask for a number.

You always have a negotiation position, good or bad

Things depend on your negotiation position and how comfortable you feel in deciding your demeanor and answers, e.g., do you really, really need the job - right now; do you want a job with this particular company; do they need someone quickly; are you desperate; do you feel awkward negotiating; etc.?

Negotiating expected

By the way, the higher you go up the job hierarchy the more the recruiter is willing to give some more. In other words the recruiter expects counteroffers in almost all cases at more senior level jobs.

Even with jobs in the lower organizational levels, there is usually some flexibility, if you act judiciously. (More about that in future ‘Negotiating tactics for job markets’ Hubs.

Are you up to losing?

In negotiating, you have to be willing to lose. If you are not, your negotiating position, however strong or weak, deteriorates.

Can you recover if rejected?

What if you give a number that is too high in the eye of the recruiter, and get a “No” or you hear nothing, or the interviewer just hires another candidate? Then all you jousting for more is lost - but only for that job. But that might not be a bad thing. You will never know for sure since you don’t know what would have happened with a different approach.

You still might not have been offered the job. So what the heck. Take a considered risk.

Follow-up. It shows class

Even if your salary request proved to be too much and they hired someone else, there is nothing shameful about calling or sending a letter or email saying:

• “I’m sorry we couldn’t get together on the job. I just wanted to say if another opportunity comes up, perhaps even at a lesser starting salary, I might very well be interested. After our discussion I think a future with your company sounds great and I know I can make a significant contribution. Thanks for the opportunity. I hope to hear from you.

It’s all an act

As we are wont to say: “It’s theater, it’s a play, it’s show business”. And you're the star, whether you believe it or not.

MORE Q/A next HUB

So y’all come on back, y’hear.

We promise to give you real-world job-hunting tactics from a purely self-interest (yours) perspective.