"How Much Will It Take to Bring You on Board?''
That's the music you've been hoping to hear. You're ready to dance and you assume they're prepared to hire you. But their question could mean something else, for example; This guy looks terrific. But we probably can't afford him. We'd better find out how much he wants so we don't waste more time if he's out of our league.
So when you say: "Well, I thought $100,000 plus company car and membership in the club, etc., would be a good place to start," you've confirmed their worst fears.
Or maybe they're thinking: Her credentials are excellent and we think she could do a good job for us. We'd better find out what she's willing to work for.
When you say "$45,000" they're amazed. That's about $10,000 less than they were prepared to offer. Now they're thinking: Maybe she's not as good as she looks. We'd better think about this a little more. We want to be sure we get the right person for this job.
Salary Rule 1:
Do not discuss compensation until you have a job offer. It's repeated here because foot-in-the-mouth disease is, unfortunately, so common. There's NO advantage to you in giving them a salary figure. There are only disadvantages.
Why, then, do so many people blurt these things out? It's a sign of inexperience-but it's not limited to younger people. Obviously, it's because they're not thinking about the consequences of what they're saying. When people ask, we're apt to respond truthfully and tell them what they want to know.
A Better Response
Honesty is indeed the best policy, but remember your objective. You want several job offers so you can make the best choice. If you're being pressed for your salary requirements but still don't have a firm offer, why not ask for it.? Simply say: "You have asked me several times how much I expect to earn. I'm curious. Does that mean you're offering me the job?"
If they say "yes," congratulations! Now you have something to work with. If their answer is something else, you're back to square one: persuading them to make you an offer.
Salary Rule 2: Wait for Their Salary Offer
After they offer you the job, express your appreciation and interest, but keep holding off on the salary question until they give you a figure. Just toss the ball back to them by asking: Is it negotiable?
