How to talk about your pay expectations in a job interview

The basic and most important rule is never to give the number first. The person who gives the first number sets the starting point. But if that's you, you lose.

If you request a salary higher than the range for the job, the interviewer will tell you you're aiming too high and you will not be considered. If you request a salary lower than the range, the interviewer will say nothing, and most probably you will take the lower salary. So salary negotiation is really a game to see who has to give the first number.

Fortunately, the company cannot make you an offer without offering a salary, so the cards are stacked in your favor, so long as you hold your ground. Of course, if you think you are ideal and nobody can compete with you and you have a specific figure in mind and you are confident that you can get it, I'd say go for it. But if you are not necessarily ideal and you are moving to a different function or industry, when you are asked about your salary expectations, always emphasize you would like to learn more about the job first.

So

Rule No 1:

No matter how hard you are pushed, always emphasize that what you are interested in most is a good fit.

Rule No 2:

Delay talking about salary as much as possible. Remember your power to negotiate is much greater when the employer has decided that you are the best fit for the position.

Rule No 3:

If you have to provide a number, provide a range rather than a number and make the lowest number of the range as your bottom line. Do your research on the salary range for the position from possible channels such as career reports, headhunters, former peers and friends. Figure out a reasonable market value for yourself.

(Contact yangning@chinadaily.com.cn for questions and career advice)

Contributed by Jennifer Zhao, consultant at the Career Development Center at China Europe International Business School

(China Daily 07/26/2011 page14)