The Money Question
Try to put off answering the money question until late in the interview, or even until a second interview. The question of money is often used as a screening device. If you are asked early on, "What do you expect to make in this position?" the answer you give may decide the length of the ensuing interview. If you want too much or not enough, the interview is apt to be very brief.
Also remember, if you do a good job of selling yourself you should always be worth more in the employer's eyes at the end of the interview than at the beginning.
Here are a few ways you can attempt to avoid the money question, should it arise prematurely during interviews. Here is the avoidance tactic I like the best:
Won't misunderstand me, money's very important; but it's not my number one priority, I want a job that fits my skills and abilities. Can you tell me a little more about the managerial responsibilities?"
Another avoidance tactic and this also concludes with an essential question, is to reply:
"That's a good question, but I really can't answer it at this juncture. I don't have enough information about this particular position. Can you tell me a little more about the managerial responsibilities?"
Always conclude your answer with a question as closely related to the money question as possible, but one that can still make the interviewer forget the exact question he or she has asked. Later, after you've sold yourself, maybe not until a second interview, you turn to him or her and ask:
"I know I can do a great job for you in this position. What kind of money are we talking about?"
Don't think for one minute that an experienced interviewer will let you get away with these avoidance tactics. If you are forced to state a figure, do so, but be certain it is realistic. Do some research to find out the going rate for your position. If you're in doubt, don't under price yourself. You can always come down in price, but it's almost impossible to go up.
When pressed for a figure, some candidates respond: "Fifty to fifty-five."
You can bet, unless he has to, the interviewer will never offer this person fifty-five immediately. Why not? Because the candidate wasn't making fifty-five; that's what he is hoping to make. Would he ever have given fifty as one of the two figures if he was making fifty-five? Nobody looks for less than they were making in their last position! A better idea is to state an approximate figure such as "the mid sixties," or, "right around fifty."
In a successful interview, you will want to make yourself look more valuable to the interviewer as the interview progresses. As you heighten his interest, you simultaneously heighten the price tag he will expect to have to pay to get you. A successful candidate is always worth more at the conclusion of an interview than at the beginning. If possible, put off talking about money until the moment appears to be right.
Negotiating Additional Income
Once again, the best time to talk money is after you've sold yourself. When the employer is convinced you can help him or her make more money or solve a particular problem, he or she will be more willing to negotiate with you.
Another thing to consider, if you can, is whether or not the figure you're seeking is going to be too much or too little. If it's likely to be too much, you can omit mentioning any bonuses or commissions you received beyond and above your base salary. If it looks like this figure is not enough, you can add bonuses, commissions, and perks to it to build it up.
Some positions have a set salary. It cannot be negotiated. If you encounter a situation such as this you should attempt to negotiate some additional perks or benefits; items such as: a company car, a car allowance, a travel allowance, stock options, professional memberships, a bonus plan, and so on, When trying to decide whether or not you can afford to take a position offered you, don't forget to keep in mind some other considerations: state and local taxes, educational expenses, living expenses, housing expenses, etc. Also keep in mind the opportunity for advancement. Accepting less than you would like to now, could actually lead to earning more in the future.
Stalling for Time
You may receive an offer and not be quite certain whether to accept it or not. Perhaps you have a more promising one "in the wings." Perhaps it involves relocating and you would prefer to find something locally. (Incidentally, never turn down an interview because you don't want to relocate. Every once in awhile, an employer that is interviewing out of your area will have a facility, or will need a representative, right in your own backyard. If the employer likes you, he or she won't want to lose you.)
Here are a few stalling tactics for your consideration:
- Ask how soon an answer is needed.
- Ask how soon you can expect "to see something in writing."
- Bargain with the employer over the terms of the contract.
- Say you appreciate the offer and need to talk it over with the family.
I once heard an employer say he would never hire a person who had to get his spouse's approval before accepting the job. My own feeling is quite contrary. I believe it is a considerate and thoughtful job hunter who involves family in a decision that will likely have a dramatic impact upon their lifestyle.
Occasionally, an employer will insist on an immediate answer.
This presents a most difficult situation. Even if you have no other promising leads, you should be very careful before accepting an offer under these terms.
The question you must ask yourself is, "Why?" Why do they want an immediate commitment? Is it a "no-win" position? Are they in financial or technical trouble? Is the boss a tough person to work for? There is absolutely nothing wrong with asking an employer why he is insistent on receiving an immediate decision. If he hesitates in responding, or if his response raises more questions than it answers, you would be well advised to turn the offer down, if you can afford to.
If you really need a job and the employer demands an immediate answer, say yes. Then, should something better come along, change your mind or give your notice. I know it's not a very nice thing to do. However, I don't know about you, but I have little sympathy for someone who tries to take advantage of another person's dilemma.
You can sense the interview drawing to a close. You may be relieved, but this is no time to drop your guard. There is one more definite action you must take.
