Say “Not” In A Job Interview

This is a follow-on to my November 8 newsletter,  “Negotiating Salary? Interviewing for a new job? Ace it!” It is not necessarily a comprehensive list, just what not to say or do when in an interview.

What is your current salary, and what is your salary expectation for this job?

This or a variation of this is likely the most frequently asked question. The interviewer may request this at any stage of the meeting, sometimes as a casual inquiry. Nothing casual about it. It is part of salary negotiation.

In answering this question, you do not want to be boxed in, and yet, you do not want to come across as someone who does not know how to handle awkward situations.

“I prefer focusing on the value I can add to your company rather than what I’m paid at my current job. I want to take a big step forward concerning both responsibility and remuneration. The salary will also depend on how attractive the total package is, including health insurance, paid vacation, target bonus, company car, remote working option, and other.”

Once you have understood the other benefits as part of the compensation, the interviewer may ask the desired salary question again. If you have done your preparation well, you will have a pretty good idea of the salary range for the position type. One such source is “glassdoor.” Be clear about the “ideal” salary you want and the minimum you will accept? In most situations, it is better to open somewhere close to your ideal. This way the interviewer will need to trade and drag you closer to their maximum.

Do not apologize for negotiating

It is good to be well-mannered, but not okay to be timid. The interviewer is evaluating your communication and interpersonal skills. Words conveying an apology reflect a tendency to “Give-In.” Understand your options for resolving conflict—most of the time, you may need to deploy more than one tactic in a job interview.

Avoid rejecting an offer or proposal with a “No.”

Saying an outright “No” to a proposal will transfer the negotiating power to the interviewer. Now the interviewer will dig into his “Wish List,” and may end up with a more attractive proposal for the company and less lucrative for you.

After we had discussed everything, the interviewer asked, “Can you start next week?”  My response? “If you sign the contract today, while I am here, and pay one month’s salary as ‘early joining bonus,’ I will begin next week.” I did  not say “No.”

Instead of “No, next week start does not work for me,” think under what circumstances will starting next week would be attractive to you. Then, make the trade.

Immediate Agreement – “Yes!”

A buyer shows up to see the car you have advertised for sale. He inquires about the price. “I will sell it to you for one thousand dollars,” you say. The buyer immediately gives you one thousand dollars cash and shakes hands with you.

What are you thinking? Maybe, I should have asked him for more. Seller’s remorse.

A similar situation could happen in an interview. The interviewer makes you an offer. Don’t snatch his hand away. First, ensure that it is close to or higher than your expectation. Your expectation, of course, is built on the research you have done. If acceptable, dig into your “Wish List,” and find an item that is easy for the interviewer to agree.

“If you agree to my starting next week instead of tomorrow and send me a signed copy of the offer today, I will agree to your offer.” You could also dip into your “Wish List” to improve the offer. Each situation will present a unique opportunity.

Do not “postpone” discussing an unwanted issue

Shoving an “unwanted” question or issue under the rug will not make it go away. That is a mistake. Unless you are the only person who can do the specific job and the whole world is chasing you, your leverage to negotiate after the acceptance will be significantly lower. Address uncomfortable issues now.

Lastly, the word “deserve” will strengthen negotiations

Using it can strengthen the premise of your argument that you deserve to be paid more and you deserve a more competitive salary. Share facts and figures, making a compelling case. Show your research. Know your worth to the hiring company.

In the next issue of the newsletter, I will present the third and the last part—“essential questions to ask in an interview.”