Job Interviews: Why Salary Questions Come Early

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Another take on pre-interview salary talk

"There's more than one way to avoid being boxed in by the salary boxes in online applications," says Jim Lemke, director of organizational development for Opportunity International, as well as technical reviewer for this book and a much-lauded HR consultant. Here's Lemke's recommendation:

"When you're asked to fill in salary requirements in an online application, I suggest that you write the absolute minimum salary for which you're willing to work. Do this to avoid any chance of being seen as too pricey to consider inviting in for an interview. The negotiation begins in the interview when you make the assumption that the pay quoted is base cash salary only and then negotiate for additional compensation such as bonuses, perks and benefits.

"Here's an example: Suppose you're searching for a job that pays a salary of $90,000. The interviewer remarks that the job pays $80,000. You respond that the figure is below your last job, which was worth $125,000. The interviewer says 'Wait a minute " that doesn't reflect your application statement that quoted your salary as $75,000.' Now you say: 'What I said is true " my last base cash salary was $75,000. But with additional performance bonuses and benefits, my total compensation was $125,000.' From there you continue to negotiate."

Why salary questions come early

Some interviewers know exactly what they're doing by front-loading the salary question, others may just be feeling their way through the process. The salary question comes up quickly when the interviewer

• Is trying to instantly determine your professional level, or is slyly probing to see whether you'll be happy with the low side of an offer.
• Wants to test the market. The interviewer may not even have an idea of the position's market value and is shopping candidates to simplify budgeting.
• Is open to paying whatever is necessary to get the right person and just wants to know what he's in for.

Whatever the interviewer's motivation for prying a salary disclosure from you, without a job offer, salary disclosures put too much power in the employer's hands. That point was confirmed to me by an HR executive (who understandably wishes to remain anonymous): "While I may request salary histories from others, I never comply with that demand when I'm in the job market. Why not? I know a guillotine when I see one — I design them."

Tell recruiters your salary history

Should you ever disclose your salary history or salary expectations before a job offer? Yes. Tell all when you're asked by third-party employment specialists — chiefly executive recruiters and employment consultants who find people for jobs.

These professionals are specialists at their work and are paid for their time, either on a retained or contingency basis. They get paid to find good talent, and so they won't let salary deter them from presenting you when your skills are a match for a job opening. Recruiters are far too busy with the matchmaking task to waste time with you if you make their work difficult. Time is money.