Be strategic in your wording.
Let's Face It
Talking about money and salary is difficult, no matter the circ*mstances. This is a delicate manner and the conversation should always be had with tact and understanding, but you don't have to let the employer have the upper hand!
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Keep Reading to Learn:
- Key phrases and conversation starters
If You're Asked
"What are your salary expectations" before an offer is made:
“I’m sure when the time comes, we will be able to work out a fair compensation package. For now, if you don’t mind, I prefer to focus on the interview and learning more about your organization.”
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“To be honest, I feel uncomfortable discussing money right now because I don’t want to box myself in or screen myself out prematurely. First, I’d like to know more about the position and its responsibilities.”
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“I imagine that the company has already established a salary range for the position. What is this range?”
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“Can you tell me what range you’ve budgeted for the position? How you arrived at that number?”
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“It would be easier for me to discuss my salary needs if I understood more about the job and how my qualifications might be applicable. Could we discuss the position more in detail?”
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“Focusing on numbers is not always helpful for me; could we look at the responsibilities a little more closely?”
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If you’re asked
About a previous salary:
“I can tell you how much I was earning, but until I know more about the responsibilities of this particular job, I can’t really tell you how much I’m looking for here.” (Separate past earnings from future income; useful when looking for higher earnings).
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“Last year my position was worth $xx.” (go broader than salary: consider bonuses and benefits, consider whether you were being fairly compensated in a previous position).
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If you’re offered a lower salary than you expect
Make a counter-offer:
“Thank you so much for the offer, I’m really interested in joining the team. I do have a concern regarding the starting salary, however. Based on my understanding of the market value for the position, and my skill set I would expect my compensation to be in the range of $xx to $xx. Are you open to discussing salary?”
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“Thank you for the offer and information about the benefits your organization provides. Based on my analysis of the offer and knowledge of the market value for this position, I was expecting the compensation to be a bit higher – more in the range of $xx to $xx. Are you open to discussing salary?”
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“Thank you for the offer. I am thrilled to be having this conversation with you. I’ve done some research on the market value for this position and am seeing salaries a bit higher than what you’ve offered. I believe I bring excellent (list key skills) to the table, and would love to know if you’re open to discussing the starting salary for this position.”
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If your counter-offer isn't accepted
Negotiate other benefits:
“Why do you feel my offer won’t work for you?" (Be sure to listen and respond to their concerns.)
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“I understand that you are offering the best salary you can. It does fall short of what I would expect based on industry standards and what I can contribute to the position. Let’s talk about other ways we may be able to come to an agreement…” (This would be a time to negotiate benefits, such as more paid time off, flexible work hours, and other perks).
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“I understand the challenges you may be facing. Do you expect to be able to increase the salary for this position at any point in the next 12 months?”
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“Thank you for the clarification. Are you open to discussing some additional benefits like ___?”
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Next Steps
- Draft the ideal conversation you would like to have with HR or the hiring manager
- PRACTICE! Schedule a time to converse with a Career Educator in the Career Development Center
Related Articles
- Salary Negotiation Guide
- Employee Benefits: Time and Money
