Salary Negotiations - Talking Money in the Job Interview

Salary negotiations can be the most stressful part of the entire interview process. The first person who mentions a specific number in the negotiation process is usually considered the loser. If you're the candidate and you name a figure that's too low and later realize you could have gone higher, you can't go back. If you name a figure that's too high, you risk losing the offer. It's a delicate process. The company has its own agenda and doesn't want to make a mistake, either.

How do you answer questions in the interviewing process that have to do with your financial situation? The short answer is: You don't. But, if your interviewer asks you directly how much money you currently make, you can antagonize him by refusing to answer. You have to say something. Here are a few options:

• Answer honestly, but qualify it by saying, "I am not sure that it is relevant because this position requires x, y and z..." (The increased requirements should mean an increased salary.)
• Deflect it by saying, "So if you are talking money, are you making me a job offer?" Some clients will actually say "Yes, I am interested." So now you have a new conversation that gives you a little more leverage.
• You might be able to say: "I am certain that given the responsibilities that this position has, and how important you have described that it is to your organization, that you are going to financially compensate the right candidate with an appropriate amount of money."

Always go into an interview with a number or a range in mind. You arrive at that by doing your research on salaries in your field at your level. Knowledge is power. Be prepared to back up your expectations with solid facts on your skills, qualifications, and past performance. But also be prepared to negotiate and have some ideas on non-monetary benefits in your arsenal, too. Good negotiations need to result in a win-win for everyone.

Peggy McKee is the owner and chief recruiter for PHC Consulting, a recruiting firm that has been providing top sales talent, sales management, marketing and service / support personnel to some of the most prominent high growth companies in the medical and laboratory products industry for over 9 years! You can learn more by visiting http://phcconsulting.com