Obviously, any job seeker has a general sense of what a job will pay prior to applying for it. If you've learned of an opening through a newspaper ad, the salary or salary range will generally be part of the ad. A recruiter will certainly know the salary range and will inform you of it before sending you for an interview. Also, you should be able to learn through your network what jobs of this type generally pay throughout the industry. In other words, you go after a job having a pretty good idea of the most you can expect to be paid at the start. The minimum will certainly be determined by you, and will be a combination of what you realistically feel your skills and knowledge are worth and what bottom-line figure you need to live on. Don't automatically rule out jobs, however, that may pay less than your predetermined minimum but offer you the sort of challenge and future opportunities that you've been seeking. This comment may even apply if you're presently employed. The reason you should try to put off any discussion regarding salary as long as possible is that if you wait until the company has decided that you are the person it means you are in a stronger bargaining position. The company is more likely to go to its upper limits of the salary range of that particular job once they've picked you, rather than have to continue looking.
If you're asked early in the interviewing process how much money you're seeking, one way to postpone it is answer "I really would prefer to make that determination after I've had a chance to explore the potentials of working here and the opportunity for advancement." That generally will do it. Don't, however, say you're more interested in the potentials for advancement only as a way to postpone the discussion of salary. Mean it! A job with a good future may mean more than one in which you earn an additional thousand dollars or so but do not lose the opportunity to advance into positions of greater responsibility, and substantially more pay, a few yes down the road. Try to look to the future as much as possible when making decisions like this, based upon your realistic needs in order to live a decent life.
Naturally, if pressed, you may have to come up with a figure, hopefully one that you have given careful consideration to before arriving for the interview. That should be part of your rehearsal-but be realistic, both up and down. Don't ask for a salary that is out of line with what others in similar positions are earning, or is unreasonable considering how much experience and background you bring to the job. On the other hand, don't underestimate yourself. People with low self-esteem seem to go through their entire working lives being paid less than what their counterparts are earning for doing similar work.
Sometimes you can put off committing yourself to a salary requirement by saying: "The starting salary is not my most important consideration. As you know, I'm earning $45,000 a year now. If you don't mind, let's postpone this discussion until you have a better idea of what I can do for you and I have a chance to know a little more about the job and the company."
When considering whether your current salary or one that's been offered to you is sufficient, keep inflation in mind. The Kiplinger Washington Letter analyzed what a 988 salary would be worth in ten years, taking into account various rates of inflation. Someone making $20,000 in 1990 would need to be making $33,000 just to break even ten years from now at an inflation rate of 5 percent. That same person earning $20,000 in 1990 would need to earn $36,000 if the inflation rate were 6 percent.
An individual making $70,000 in 1990 would need a salary of $114,000 at a 5 percent inflation rate, and $125,000 at a 6 percent rate of inflation.
The point for job seekers is that if you started the job you're presently in at a salary of, let's say, $30,000, stay in the job for the next ten years, and receive regular increases that, at the end of ten years, bring you up to $45,000, you've lost, in effect, $9,000 if the inflation rate over those ten years is 6 percent.
It's vitally important to view job changes on a long-term basis. If you're unemployed, you don't have this luxury unless you've stashed away enough money to live on while you are being selective in what job to take. Don't be bullied by claims that the inflation rate will only be 6 percent over the next decade. Six percent makes a big difference in what your hard-earned dollars will buy.
Sometimes offering to work for nothing makes sense. Let's say you've found exactly the job you want. It comes as close to being your ideal job as possible. But the salary you're asking threatens to eliminate you from consideration. Or they're reluctant to hire you because you do not have enough of the required years of experience. If you can manage it personally, suggest that you be hired for specified period of time-maybe a month-without payment with the understanding that if you prove how valuable you know you can be in that job, you'll be hired permanently and receive the salary you've asked for. This is a good attention-getter. The company cannot legally hire you without paying the minimum salary, and you qualify "working free" with the comment. "Of course you'll have to pay a token to me for legal reasons-a minimum wage during this brief trial period."
I don't recommend this approach in general, but some good men and women have found success by taking this road. Two factors must be in place-that you're employed and that the opportunity the job provides is excellent.
Obviously, for many occupations it would be impossible for an employer to be positive that you're the right person for the job. But the trial period gives a bossmore information than without it. Your ability to go along, your willingness to work hard, and your facility of catching on and following instructions are all traits that an employer will observe, and use when deciding whether to take you on as a permanent employee.
