I have an interview next week and I’ve received some inside information as to what they’re planning to offer. It’s more than I’m making now, but only because I’m scandalously underpaid; for the same duties I’d probably be making a fair amount more in a different industry. But I would be happy with the amount. I’d actually take the job for less, but obviously I’d like to make as much as I can.
So when they ask what I’m looking for, what do I say? I know you’re supposed to suggest a range, but I don’t want to go lower than this figure just in case they decide to offer me the lower amount, and I’d worry about scaring them off by going too much higher. I was thinking I’d just mention a flat amount of €1,000 higher because that wouldn’t be enough to scare them off (would it?) and who knows, maybe I could actually get that from them. I don’t want to state the exact amount because that would look suspiciously like inside information.
Also, there’s always the possibility that my insider is wrong - and if so, the likelihood is that he’s over-estimating the amount.
This is always the most difficult part of the process in my opinion. All I can do is tell you what I did in my last interview. Part of your stance should be your position at the time. Do you have a job that you’re happy with? While making more money is good, can you get by on what you make now? Do you have vacation time saved up at your current job? And how badly do they need to fill the position.
When asked what I was making at the job I was working when I went for the interview, I told them honestly what I was making, however, I also informed them that I had vacation built up, and was happy at the job. They had actually contacted me for an interview. When I got the call back offering me the job, the offered an amount that was almost double what I was making. As much as I wanted to jump through the phone and take it, I played it semi-cool. Told him that while it was a nice figure, I’d be giving up a lot by leaving a company that I had been with for a time. he hemmed and hawed a bit, then offered about $3k more…not a whole lot compaired to the jump I’d be making, but I’ve found that you need to get as much as you can right from the beginning, because significant raises are few and far between.
So I guess what my advice boils down to is this:
Be honest with what you’re making now, but underscore the fact that you’ll be losing senority with the old company, and vacation time. Tell them that to leave your current employer, it will take a salary raise of at least $X (where x = close to what you think they’ll offer) and that amount is the minimum it would take. Then wait for them to make an offer. Once they make an offer, try (carefully) to get them up just a little bit, you’ll probably never have another opportunity to negotiate like that.
Now that is all dependant on you being able to survive in your current job. If you’re falling behind on bills, then if they offer more money, take it. Good luck.
Best advice I ever got was you wait for an offer. I know it’s hard, but stall. Say you want to make sure that its a good fit for both of you and that you’ll expect a professional offer commesurate with experience and industry when the time comes. That right now it’s premature to say a number, especially when you’ve got to quantify all of the benefits and stuff.
Wait for the offer. Repeat the amount so that it is clear to all parties. Then silently in your head count one potato, two potato, three potato until 30-60 seconds pass. Usually by this time the other party will offer a little more or a concession on bennies.
Then say your mind. It’s less than I’m making now, it’s okay but is there any room to improve (this is key, maybe they can’t give more money but can give an extra week’s vacation), or that’s a fair offer.
The silence is usually worth at least a few grand. Just remember “one potato, two potato, three potato…thirty potato”
At my present job I was over-qualified and we both knew it. I told the interviewer that I thought my experience and expertise meant that I deserved the highest end of the pay scale, to which he agreed. He also tossed in a $1000 sign-on bonus that hadn’t even been discussed.
I start a great new job for a bunch more money on Nov 4th. When they asked me about money in the inteview I told them the truth about what I was making now and that I was interviewing elsewhere. I said that they just needed to make me the best offer that they could and that I would make my decision based on that. I also told them that I was not going to play one offer against the other and that I would be making my decision based on the best overall offer that I received.
My tactic is to give a really big range, like $20,000, starting a percentage point or two above what I’d actually take - and then say “depending on benefits.”
It’s worked for me so far, and sometimes they’ve stepped up with better benefits, like a couple of extra paid personal days, free gym, stuff like that.
I think it really depends on what industry you are in, and what skill set is required for the job.
Obviously, if you’ve got access to comparable salary information for your job you should use that to pick your range as well.
When my boss asked me about salary for my present position, I told him I would get back with him shortly. He told me at the time that they usually required a salary history before making an offer, but certain circumstances about the situation mitigated against that.
I called six guys I knew well enough to ask who were all in my (20-25 years) experience range. I was surprised at the consistency of the answers, which guided me towards making it a narrow range, understanding that most companies are not going to hire a 20 year guy for what they’re paying a 20 year guy who’s been with them for 10 years already. I gave them a $5,000 range with what I wanted at the bottom of that, and told them my methodology as well as backing it up with the salary survey for a parallel profession (AAPG’s annual survey for geologists - I’m a geophysicist) whose 20 year average fell within my range.
As expected, they came back with the low end of my range. I was happy.
I’m in senior management at my company. Some advice:
–> Do not disclose what you’re making now - it’s irrelevant, and it can serve to just perpetuate the unfairness of your current salary;
–> If you give a range, expect to get the low end of it.;
–> Research what the fair market value of the position is in advance, ask for it, and be prepared to quote your sources;
–> Add 8% to their offer and ask yourself if you’ll be happy with that in two years. Often the biggest determinant of your salary is what you started at, since many companies restrict raises company-wide to a fixed percentage;
–> And listen to China Guy.
“I’ve heard you pay competitively for quality personnel, and I’m sure that we can find an adequate middle ground. My current salary is confidential, as I expect it will be here.”
Hmm. Well, I don’t mean to sound unappreciative, but I was really hoping for more input from people at the hiring end of interviews. I think maybe I need to stress that I really really really want this job, and I’m not trying to haggle more money out of them; as I said, I’d be willing to take it for less (I’d even take a small pay cut from what I’m making now). My main objective is just to get the job, and I don’t want to say anything that would suggest I’m too expensive for them - but at the same time, since I’ve learned (I think) what they’re willing to offer, it would be stupid of me to invite them to offer less. So does anybody think my idea of going €1,000 above is a bad one?
tpayne, just a couple things:
What if they ask me what my current salary is? Am I supposed to refuse to answer? (Sorry Sparticus I can’t see that going over well)
The “fair market” is not really applicable in this case. It’s not a profit-making organisation (although not really a nonprofit in the traditional sense) and there’s no way they would offer me the fair market salary of for-profit groups while what they are (apparently) offering is already rather high for a not-for-profit group.
It is up to them to make you an offer. You do not have to disclose your present salary, just tell them salary is misleading as you want to look at the whole compensation package.
I had an advantage negotiating for my pay rate that you may not. All positions except very senior management are classified and have published salary ranges, and I knew their range.
They lowballed me with an offer near the bottom. I was actually surprised and offended, and let it show in my voice, which in retrospect didn’t hurt. Then I asked they arrived at that number, and was told it was based on my years of experience with similar work. How many years did I get “credit” for? 5. So I ran through some of my other jobs quickly with some comments about their relevance, and suggested 10 years was a more accurate number. I turned the offer down, and suggested I should be near the top of their range. Their next offer was a 12% increase over the first, which I acccepted. It was a 25% increase over the job I had at the time.
It was a bluff on my part. I would have taken the first offer, because my old job was going to phase out in another year. But I knew the manager wanted me. She told me in the inteview, “HR told me I would never find someone with this combination of skills, and I should rewrite the position. You are my justification for keeping it the way it is.” It was amazing, as if she had written the job specifically for me.
I have done hiring interviews, and I have consulted with companies on how to set salaries. And my suggestion is right along with Sparticus’s – be polite, be responsive, be friendly and co-operative, but they should name a figure, not you.
One approach is to have competitive information, and to respond with, “Well, I know that this position normally pays in the range of … and I consider that I’m very experienced, so would expect to be in the upper range.”
Or a friendly joke answer, like “Well, I was hoping for a cool million, but I suspect you won’t offer that much.”
I’ve also done hiring interviews. Don’t give a salary. Don’t give a range.
Say “I will consider any fair offer.”
If they ask what your current salary is say, “I am competitively paid.”
They probably won’t press.
There are only three possiblities I’ve encountered when someone names a salary
They think they are worth far more than the position is worth - and they’ve just priced themselves out of a job (this is particularly common with young people. My boss and I used to start laughing the minute the 22 year old MCSEs with no experience expecting $65k walked out the door).
They’ve undervalued themselves. Either I can get a bargain, or you aren’t worth what I think you are worth and I’m going to wonder why you aren’t making/asking for more. And if I can get a bargain, I’m going to wonder how long it will take you to catch on and leave.
You hit on the range I’m looking at. This isn’t a bad scenario (and given that you have some inside info on what the job pays, wouldn’t be the worst thing. Although, if he is overestimating, then you are back to scenario #1).
As someone who does hiring interviews, I’ve never understood why people give a range of expectation. If you suggest a range of x to y is acceptable, why should I offer any more than x?
I’ve done hiring interviews as well, and the conventional wisdom is, “The person who names a price first, loses.” Think about it - they have a number in mind already for what they are thinking of paying you. If you give them a number that’s below that, you’ve just given yourself a cut in pay. If you give one that’s much higher, you may lose the job even though you would have accepted a lower salary. And/or, it gives them information to use to bargain with you.
In my last interview, they asked me what I expected to earn, and I said, “I’ve been doing contract work for a few years, and I’m not familiar with the market price for full time employment at this time. Make me an offer that you think is competitive with going rates for someone with my skills and experience, and I’ll give it serious consideration.”
Of course, I knew exactly what the market was offering, but I was looking for an excuse to not have to name a price, and that seemed like a good one. They offered me almost $10,000 more than I would have accepted, and probably $5,000 more than the price I would have named if I had been forced to come up with a number first.
