6 strategies to address ‘expected salary’ interview question

6 strategies to address ‘expected salary’ interview question

One of the most difficult questions that candidates face is responding to employer’s question on the expected salary. Should the candidate outrightly put out a salary figure or should there be a defined strategy behind addressing this question? Udit Mittal, founder, MD, Unison International Consulting enlightens.One of the mistakes that Aparna Roy (name changed)committed during her job interview was giving away her expected salary range too early in the interview process, without understanding the nitty-gritty of what the job actually entails.
She had aligned her salary expectations with the broad job description that the employer had provided. But she didn’t wait to figure out the actual details of what was expected of her for the said job role, which eventually turned out to be much more than what was mentioned in the job description.
In the end, though it was just the right profile for Aparna, quoting the wrong salary expectation at the early stages of the interview, made it tough for her to successfully negotiate her salary.
‘What is your salary expectation?’ This is one of the classic questions asked by employers to candidates during interview process. Being a critical question that directly impacts the salary negotiation, it is important for candidates to build sound strategy to answer it.
In a recent interaction, Udit Mittal, founder, MD, Unison International Consulting, a recruitment company, highlighted few strategies which candidates can implement to address this question in an effective way:
Avoid putting out a salary figure outrightly: Salary is a big motive for work. The question, ‘how much salary do you expect’ is definitely a controversial question and there is no one answer to how one can answer this question.
A key point which must be avoided is blurting out a salary figure without having an indication from the interviewer. A number of times, the employers have a much larger figure in their minds, which they are ready to offer compared to the candidate’s expectations.
Research the average salary on websites: With information available at your fingertips via the internet, the first thing that aspirants must do is research on career decision making websites to understand the average salary package that the industry is currently offering to professionals in their space. This will help you to gauge your value in the employment market, at that particular point in time.
Experience versus skills: It is a general perception that the salary growth is directly proportional to the number of years of experience, which definitely counts. However, in many cases, the unique skill-sets which candidates possess are given more importance than the number of years of experience.
So if you have unique skills or specialisations, highlighting those and showcasing how this can bring value to the business, may enable you to negotiate a salary package that is higher than the average industry salary package.
Confirm the actual job role: Before talking about salary expectation, make it a point to ask the employer about details of all the roles and responsibilities that would be expected to do once hired. This is important because many times the job description is just a basic outline of the job profile.
The desired salary range should be discussed when you have at least made it to the end of the interview. Understanding your core responsibilities will place you in a better position to talk about the salary figure that you deserve.
Take help from an experienced professional: It is extremely helpful, if before your face to face interview, you can find an experienced professional in your industry, who can help you calculate the potential value of your personal skills and background such as education, experience, certifications and management responsibilities.

This would give you the much needed confidence to face the employer’s question about salary expectations, backed with the understanding of the actual industry pay package.
Difference between assertive and aggressive: During negotiation, the candidate should maintain his/her composure and should not appear desperate or too aggressive. But it is important to be assertive about your salary expectations.
The employer will definitely try to negotiate the salary to a level he/she is comfortable with. But candidates need not feel intimidated and confidently assert their expectations based on their industry experience, unique skills and the value only they could bring to the company.

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