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Turning the Tables on Salary Discussion

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Is it possible for job-seekers to avoid providing a salary range during interviews?

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Is it possible for job-seekers to avoid providing a salary range during interviews?

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Career Resources

Interviewing

Is it possible for job-seekers to avoid providing a salary range during interviews?

By Sarah Sutherland

What makes a person apply for a job? Sure, the applicability to his degree or previous professional experience plays a role. Maybe he's drawn to the company due to its convenient location. Perhaps he even heard good things about the company from an acquaintance or read positive reviews on a job search website. Still, there's one crucial factor that can't be overlooked: salary.

The approximate salary of a new position, whether supplied by a salary estimator or the job posting itself, is a key motivating factor for potential applicants. Whether it's an increase from a current salary or a convincing starting salary for those new to the workforce -- or, on the opposite side of the spectrum, a salary decrease or a less-than-ideal starting salary -- that series of numbers is more often than not the factor that helps job seekers decide if they really should click that "apply" button.

Even once someone applies for the job and lands the interview, however, the salary struggle is far from over. Regardless of whether or not a starting salary was provided from the beginning, the chances are that the applicant will be asked about his salary expectations. Undeniably, it's an awkward question. Talking about personal finances is difficult in any situation, especially when it can be a deal-breaker for the interviewer who's caught between two seemingly perfect candidates.

salary discussionThe infamous salary question is unfortunately an interview question that does have a right -- and a wrong -- answer, and providing the best answer is far from simple. In many cases, applicants simply don't have an ideal salary in mind, perhaps due to only recently entering the workforce or even reentering after retirement. Other times, applicants do have a salary in mind but have a reason to believe the offered salary might be lower, yet don't want to ruin their chances at getting the position by mentioning their preferred salary.

Could there be a way for candidates to get around this question entirely? Probably not. Interviewers and candidates alike know that even once a job offer is made, the acceptance or refusal of that offer largely depends on salary. However, there could be a way for candidates to shift the focus at least temporarily to the interviewer. By asking the interviewer what salary range she has in mind for the position, the candidate can both begin to tailor his own suggested salary correctly and determine whether the position would truly be a good fit for him. Still, the question must be asked delicately to avoid asserting too much power over the interviewer. So how can applicants best turn the tables when it comes to the salary question? ADVANCE has some options for you to consider.

Tread Carefully -- and Only if Necessary
If the interviewer hasn't yet asked about your salary requirements, you're in luck: It'll be a lot easier for you to introduce the topic and, hopefully, learn about the company's salary range before providing your own.

"For me, the correct way to phrase this question, which is to the point yet does not make you appear rude or just out for money, would be to say: 'Could I ask about the salary range you have in mind?'" said Lee Fisher, head of HR and hiring manager at Roman Blinds Direct. "This is a fair question when applying to any job, although in many cases, it is a better idea to let the interviewer ask you about your salary expectations. For younger people, I advise that you ask more about development opportunities rather than hard cash incentives. Make it clear that you are passionate about the job and want to progress in the company and make a difference."

Asking an interviewer about the salary can be risky but, for some candidates, may be better than offering their own salary requirements first. If you do decide to ask the interviewer this potentially dangerous question, phrase it carefully. You can ask about what previous employees with backgrounds similar to yours were earning, or provide your current salary and ask if the salary at this company would be comparable.

If the interviewer asks you about your salary requirements and you don't have a certain answer, you can try to be more passive with your response. Try asking something along the lines of "I'm really passionate about this position and the company seems like a great fit for me, so I don't want to put a price tag on it. Do you have a salary range in mind?"

Know Your Goal
If the interviewer asks the dreaded salary question, it's almost always preferable to give them an actual number in response. However, you don't need to appear bound to that number. Sean Martin, content marketing manager at Directive Consulting, recommended phrasing your answer, "Well, I know that I need $X if I'm going to be able to pay rent and live comfortably enough to get the work done well, and I know that a lot of companies are paying in the $Y-$Z range right now for people with my credentials. What do you think you will be able to pay me, considering where the company is right now?"

Of course, answering in this manner requires you to have some estimate of your desired salary -- which, according to Marina Byezhanova, managing partner and director of candidate experience at Pronexia Inc., is necessary for any interview. "An interview is not an auction -- let's not play salary games," she said. "Know how much you are looking for and stick to it. I have had people inflate or deflate their salary expectations by $30,000 in a matter of minutes; it looks silly and will surely make both of us uncomfortable. Talking numbers is part of the job hunting process. Be straight up and don't dance around it."

While avoiding providing a salary range to an interviewer may be tempting, it might not be the best idea when interviewing for a job that you love. Even if you do decide to delay answering the question by asking about the company's salary range, having an ideal salary in mind is sure to help you land your dream job.

Sarah Sutherland is a staff writer for ADVANCE. Contact: ssutherland@advanceweb.com


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