Salary requirements?

Question

I am in the process of interviewing and always, at some point, the question of my salary requirements comes up. Sometimes I know what the position is listed at and other times I do not.  I would like to avoid stating a dollar amount but it is very difficult when asked.  I even had a situation where I knew the listed salary and the CEO said to me, knowing I was not working, well you need a job, right? Then they offered it to me at two thirds of the posted salary.  I declined, thinking it wasn’t a great start.   Any advice on how to avoid stating an actual number amount?  Thanks!

Ruzana Glaeser · Answer

You need to know how much you are worth, and what the position is paying . That means seeking out facts and doing some market research as well as bench-marking your skills.

I have created this graphic to help guide people on how to figure out their worth:
https://www.linkedin.com/posts/bright-meets-brave_brightmeetsbrave-thrivingtogether-thrivetogether-activity-6556646975352123392-HAeP

Worth & Entitlement are absolutely critical for you to know the facts on what you should be paid. When you are asked about salary requirements, then saying 'considering my experience, and responsibilities of the job, my research shows that the salary should be in the range of $x-$y. how does that fit with your budget?' giving ranges doesn't zero in on one number, and it indicates flexibility. Know that you will never get the top (most likely), so hedge 10% higher on the top. Don't ever give your very bottom, as women tend to still underestimate our skills and value.

If it's outside of the budget, then cut the cord and move on. Any company that is trying to take advantage of you is not worth your time, effort and talent!

Hope this helps! Reach out if you have any questions!

Anonymous · Answer

At college I had a teacher who put it simply. When someone asks you what your current or most recent salary was, lie. Take what it really was and add at least 20%. They have no right to ask for that info and they're trying to figure out how to low-ball you. They want to pay you the least amount you'll accept and will use whatever tactic they can think of to achieve it without driving you off. Don't fall for it. Go in knowing they're probably being dishonest about it (which isn't great but it's how 'negotiation' works) and counter it.

Orlagh Costello · Answer

I've started seeing how much I need, how much I'm earning now, adding on 10% and then another bit.... It's amazing how often I get it!!

Jennifer A · Answer

First, it sounds like you already are at the interview and/or speaking with a hiring manager.  This has come up for me in two places and I have a strategy for both.

If I am speaking with a recruiter, I start pre-preemptively.  After the job has been described and I feel I am interested.  I explain that I want to make sure the environment is a good one for me.  I then ask about 'culture'.  After culture, I bring up pay.  My common phrase is:  This sounds really good but I know salaries vary in this type of job.  Since I wouldn't want to waste you and your clients time, could you advise me what the salary range is.  This usually works pretty well.  If the range is low, then I thank then and say that the position probably isn't right for me.  If it's good then I make sure to respond with a nice - 'great - we are in the same ballpark'   At that point, I can decide where to come in within that range depending on my circumstances.

For hiring managers and/or interview situations, it's a little trickier.  I want to be polite but I also want them to put the number out there first.   I've used things like, well that depends on the salary range and benefits.  What are you thinking this position's range should be?  A positions salary and benefits often tell me how an organization values their employees.  I would prefer to know what you think this position is worth.  It's not always possible to get them to state without you going first and then I do as others have - use my research to guide me and add at least 10-15% to my current salary.

Last, for the CEO who offered you two thirds because you were currently unemployed.  Tell me you flayed him with a good dose of sugar!  Something like 'wow, that's an interesting way to look at the situation.  For me, I see this as you testing my negotiation skills.  If I won't make the best deal for myself when it comes to compensation, how would you expect me to negotiate well on your behalf.   I am assuming you are testing me - right?  If he isn't then look at him, smile and thank him for his time.

SShep · Answer

Use tools like Glassdoor to see what others in your area get paid for this line of work.

I use this line during interviews: 'I'd like to stay within my current salary of $X (this number is usually what I think the job will pay based on research +$5-10k) but it would really depend on the full benefits package.'

Six Figure Salary Coach · Answer

AHHH Yes, this can be tough for sure! I have a great article and video that helps to answer this question (it's on my old site, still migrating over to my new business page but the advice is perfect).

https://www.liberatedtribe.com/articles/2019/3/30/what-are-your-salary-expectations

May I ask why you don't want to communicate a number specifically?

The reason I am an advocate for communicating what you want (while also allowing a professional caveat - see the article) is that it puts you in control for the salary negotiation. Your potential employers response is also very telling (as evidenced in your story and how the CEO responded to you -extortion??)

There is nothing wrong with communicating a number. You should OWN your worth and your value. If you want to take a job that is quite a bit above what you are currently making - THAT IS OK! You don't need to justify it - as your performance and accomplishments are justification enough.

Definitely check out the article and video - they are quick but full of some good examples. I have used this many times in the past and it really helped to set the ground work to negotiate my salary once the offer was presented. Don't sell yourself short out the gate, or leave money on the table.

YOU CAN DO THIS!

Keep me posted :)

LEANNE TOBIAS · Answer

Always counter the employer’s question with: “What range are you considering for this position?”

Try to get the employer to state the range first.

Always research salary ranges for the position in your geographic area in advance of your interview, so that you will have a good idea of your market worth.  If you are experienced, ask for the top of the range— this applies even if you are not employed.

If you are already working, your current salary is your bare minimum.  To be induced to move to a new company, you need a premium above your current salary.  Absent exigent circumstances, I’d say that a minimum increase is 10-20%, and if you are in a high demand occupation or have been underpaid, go for a lot higher.

Mika Brzezinski’s Know Your Worth has some good points on negotiating salary.

If someone tries to lowball you on salary, decline the job.

Barb Hansen · Answer

I'm going to second what Ruzana said above. State a range and if the company can't afford you, then cut the cord.

You and your work experience are worth between $X and $Y dollars (you decide based on your work history and what the standard range for your job title is in your region).

You are in control of what that range is, for each company that you apply to, so  if your desire to work at a particular company or your financial situation changes, you can adjust your range, but again, as Ruzana said above, never underestimate your skill and your value

Lorelei Yang · Answer

Others have already given great advice about the negotiation itself, but I also want to add that it's worth looking into local laws. Some places (such as NYC https://www1.nyc.gov/site/cchr/media/salary-history.page) have made asking about salary history illegal, so it's worth checking what your state's or city's laws are in this regard.

Mathieu Dutour · Answer

It is indeed a difficult situation. We do not want to be refused but we also want to be paid well.

But you cannot avoid making your own decisions in life. Otherwise, people will make decision for you and as you just saw it is not great for you. And so you cannot avoid 'stating an actual number amount'. And so you have to be ready to say no directly.

One strategy that worked two times for me was saying literally: 'The job was advertised between 100K and 150K and so I choose in the middle at 125K'. By not being at the maximum of the range, I do not look like too pretentious. By not being at the minimum, I do not look desperate. In both cases there was no further negotiation and it was accepted.

It is a critical question in any interview. Therefore I decide in advance what I will say regarding this question.

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