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In this Week’s Newsletter:

• Ask LCM: How to Talk About Salary Expectations

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• Resources to find jobs for yourself and your network (Want to recruit? special resource)

How to Handle Salary Expectations in Interviews—Should You Give a Number or Wait?

One of the most common questions job seekers ask me is how to handle the topic of salary during interviews. It can feel like a bit of a minefield—give a number that’s too high, and you might price yourself out; go too low, and you might undersell your value. Let’s dive into a question that addresses this very issue.

Question from 'Caught in Salary Limbo':

Dear LCM,

I’ve been going through several interview rounds for a new job, and it’s going well. But now I’m at the point where they’re asking about my salary expectations. I’m not sure whether to give a number or wait for them to make the first offer. On the one hand, I don’t want to come off as difficult, but on the other, I don’t want to lowball myself. What’s the best way to handle this?

Thanks,
Caught in Salary Limbo

Answer:

Hey there, Caught in Salary Limbo,

You’re not alone in this! Navigating salary conversations is tricky, but there’s a strategic way to handle it without putting yourself in a tough spot. Here’s how to approach this stage of the interview:

1. Research Market Rates: Before giving any number, make sure you’ve done your homework. Research the typical salary range for the role, industry, and location. Sites like Glassdoor or Payscale can help you understand what's reasonable, and this data will give you confidence in the conversation.

2. Consider Deflecting Initially: When asked for your salary expectations early in the process, it’s okay to deflect politely. You can say, “I’m open to discussing salary, but I’d love to learn more about the role and responsibilities to understand better how I’d fit in.” This keeps the door open while signaling you’re not eager to jump into that conversation too soon.

3. Provide a Range, Not a Specific Number: When you do get to the point of discussing salary, offering a range instead of a specific number can give you flexibility. For example, if you’ve researched and found that the role typically pays between $80,000 and $100,000, you could say, “Based on my experience and the market, I’m looking at a range of $85,000 to $95,000, depending on the overall package.”

4. Consider the Full Compensation Package: Salary is important, but remember to look at the big picture. Benefits, bonuses, stock options, and work-life balance are all part of your total compensation. If an offer comes in lower than expected but has substantial benefits, it might still be worth considering.

5. Be Ready to Negotiate: If the employer makes the first offer lower than you hoped, don’t hesitate to negotiate. You can express excitement about the role and then ask if there’s room for improvement, either in base salary or other perks. For example, “I’m excited about this opportunity, but I was hoping for something closer to [insert your higher figure]. Is there any flexibility in the offer?”

6. Avoid Sharing Current Salary (If You Can): In some states, it’s illegal for employers to ask about your current salary. Even if it’s allowed, it’s often better to focus on your market value than your past earnings. If requested, you could respond, “I’d prefer to focus on the value I bring to this role and the competitive market rate for this position.”

The Bottom Line
When it comes to salary discussions, preparation is key. Research your market rate, provide a range when appropriate, and always consider the full compensation package. It’s okay to deflect early on if you don’t feel ready to give a number, and when the time comes, don’t hesitate to negotiate. Remember, you’re not just accepting a number—you’re considering your value and the full scope of what the job offers.

~LCM

Thanks for sharing this question, Caught in Salary Limbo! Salary discussions can be tricky for many job seekers, but you can navigate them confidently with the right strategy. This approach will resonate with anyone unsure about the delicate balance between aiming high and staying realistic.

Have a question that you’re afraid to ask about your job search, resumes, interviews, or the application process? Submit your questions to LCM!

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