How to talk about salary in a job interview

Talking about salary in a job interview is always one of the most delicate moments of the conversation. This is one of the reasons why the entire selection process is being carried out and you surely do not want to ask for less money than you consider fair for that position.

Some companies clearly specify the salary they want to pay new employees in the same job offer, but others do not make it so clear, and may appear a salary range between a minimum and a maximum or simply not appear at all. For this reason, you have to be prepared to talk about it in the best possible way. Here are tips and practical examples to help you talk about salary in a professional and compelling way.

How to start the conversation about salary

Unless the job offer clearly specifies the salary the company wants to pay, there will inevitably come a time when you have to discuss this issue. The recruiter can bring it up at any time during the interview, although there is a strong tendency for it to happen just before the end of the interview, once your interlocutor knows all your data, aspirations and abilities.

However, you may want to be the one to start this conversation. The advice here is not to be too hasty and insistent, since it is a fact that at some point you will end up knowing in one way or another.

The same interviewer may be testing your ability to negotiate salary and see how you decide to talk about it. By investing your time in going to the interview without knowing the exact salary you are going to get, the interviewer may assume that you are interested in the position enough to be able to negotiate it professionally and this is where you have to be prepared.

In the first instance, let the interview flow as the recruiter wishes and if you see that the conversation about salary has not yet arisen, start the conversation before the interviewer asks if you are interested in finally joining the company.

Tips for negotiating salary with the interviewer

During the interview, before mentioning a specific number for your salary, the recruiter or head of personnel may ask the following question:

What are your salary expectations?

The answer can decide the outcome of the interview. Before answering her, keep the following points in mind:

Check the average salaries of the sector

We live in an economic system governed by the law of supply and demand and this also applies to the concept of workers’ wages. Except for specific exceptions, the salaries of a sector will fluctuate between specific ranges and requesting a higher amount may mean a rejection by the company. To understand how much we can ask for, we must be well informed, but it is not enough to know the explanation or an example of what a payslip and its details are. Find out about the following information before the interview: average monthly salary in the sector, type of contract and differences between the public and private sectors.

Your work experience will make a difference

Once you know what the average industry salary is, your work experience will come into play. If you don’t have any hands-on experience in this industry, your salary will be closer to the minimum, and as you get more practice, you’ll feel more comfortable asking for a higher salary. Like everything, this point depends on the specific situation and the company that is interviewing you. Of course, certifications and knowledge of languages are also a bonus when negotiating a salary.

Be sincere, have confidence in yourself and take care of your communication style

The recruiter is a person like you and you can surely get your attention if your communication style is professional but at the same time close and assertive. Communication skills are increasingly important in a company, since the most mechanical jobs are being progressively automated. Take care of your body language: your gestures, the way you sit, the firmness and volume in the tone of your voice, etc. Be honest about your experience and training and explain why you are requesting this amount.

Specify ranges and not an exact number

Since median salaries are simply an industry average and depend on a multitude of factors, it’s a good idea to ask for a salary range and not a fixed amount.

Think about mentioning what you previously earned

This point could result in a key factor for negotiation, since it is a very strong support for your skills and professional value. Specifying the salary you received at another company or what you earned working as a freelancer could set an acceptable base for the interview and negotiate a similar amount from there, since it is based on real market data.

your first interview

There is a possibility that you do not know the salary that is offered before going to the interview, but also that it is your first job in the sector. It is a very common situation in students who have just graduated or those workers who want to change their professional course. In these cases, the power of the company is more noticeable, since many of them will surely choose to pay a more basic salary until the worker gains more experience in the sector.

Here you should wait for the coach to make his offer. In any case, keep in mind that there are more salary concepts apart from the base salary itself, such as productivity bonuses, transportation bonuses, sales commissions and allowances. These aspects could be negotiable even in the first job interview. Do not be afraid of “no” and try to also negotiate your base salary within the ranges of the sector and with all the information that we have seen previously.

How to negotiate salary with examples

The following phrases will help you face an interview and provide you with valuable tools for negotiating your next salary. They are useful when faced with the dreaded question of how much you want to charge in said company and also to make a counter offer.

I would be (more) comfortable with a higher salary… Using the imperative can be too direct in an interview, so it is better to say that you would be comfortable with a higher salary or with different conditions.
We can consider the possibility of… Similar to point 1 and it works the same way. By including the first person plural, you express a conciliatory tone.
I would like to find a middle ground. If you disagree with the interviewer about the salary, you can use this phrase to show your willingness to find a middle ground. Make use of all your communication skills.
Based on my own research… This way, you’ll be basing your explanations and salary requirements on hard data that will give you a solid basis for negotiation. Include market or competitor data if necessary.
My previous salary was within what was acceptable in the sector. This phrase is very useful to accompany the investigation of point 4 and specifies that your previous salary was within the acceptable range and, therefore, you are not asking for more than what you consider fair for your sector. A very useful phrase if they ask you what your salary was in your previous job.
I think my professional value has increased since then. This point is something you can express if you need to show that, since your last job in that sector, you have gained relevant experience or training, which adds value . With that said, you are expressing your desire for a higher salary because of your knowledge and potential.

Above all, don’t be afraid to talk about your future salary. What you should keep in mind is that salary negotiation is a sensitive subject, yes, but with the right tools, like some of the ones offered here, you will be able to agree on an amount that you consider fair in a professional and conciliatory manner.

This salary negotiation represents a unique opportunity within a selection process to be able to show your communication skills, so you will be able to meet two objectives at the same time: achieve the salary you want and sell yourself as a professional of great value for the position and for the company.