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Negotiating Your Salary
Illustration by Neil Webb

Discussing your salary history and expectations


From:

Negotiating Your Salary

with Valerie Sutton

Video: Discussing your salary history and expectations

In the screening interview or during the application process, the employer may have asked you for your salary history or what your expected salary is. Requests for salary history are not a part of the negotiation. However, I'm going to talk about how to handle it in the future. Why do employers ask in the first place? They may be gleaning information from salary history. If you have shown steady increases over time, this shows that you're dependable. If you have rapid growth in salary, this could indicate to HR that you are a strong performer, or it could be a red flag if there is anything questionable.

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Negotiating Your Salary
37m 31s Appropriate for all Nov 26, 2012

Viewers: in countries Watching now:

In this course, author Valerie Sutton shows smart ways to set up a foundation for negotiating your salary, discuss your strengths, and follow up to achieve agreement. Discover how to research the salary range for the position you're applying for, put it in the context of your salary history, and make a persuasive request. Whether you're at your current job or making a leap to the next, this course will help compare your expectations and performance with others, and negotiate for not only the best take-home pay, but also a combination of benefits, such as vacation days and flextime, that work for both you and your employer.

Topics include:
  • Understanding how employers determine salaries
  • Determining your priorities
  • Writing your negotiation story
  • Reviewing the offer
  • Holding the conversation
  • Leaving an old job on good terms
  • Understanding equity compensation
Subjects:
Business Business Skills Career Development
Author:
Valerie Sutton

Discussing your salary history and expectations

In the screening interview or during the application process, the employer may have asked you for your salary history or what your expected salary is. Requests for salary history are not a part of the negotiation. However, I'm going to talk about how to handle it in the future. Why do employers ask in the first place? They may be gleaning information from salary history. If you have shown steady increases over time, this shows that you're dependable. If you have rapid growth in salary, this could indicate to HR that you are a strong performer, or it could be a red flag if there is anything questionable.

If they require salary history, you need to be honest. It's easy for potential employers to verify this information. If your salary history has been low in the past, they may come in with a lower offer, but it will still be within a salary bound for that position. At this point, you need to be prepared with your story of where you exceed the position requirements to come in at the higher rate. However, if your past salary is above what they may be offering, you should say that you're willing to negotiate.

Be prepared with other options to bring to the table. If they ask during the screening interview what your expected salary is, you'll want to push back and turn the conversation around on them. You should say, "Based on my qualifications and skills, I would expect a competitive salary. What salary were you thinking for, for this position?" However, they may push for the answers. If they do, you should be prepared with your research on expected salaries.

Based on this information, you need to state a range that falls within the industry standards, but also takes into consideration your abilities. Remember that they want the best person for the job and want to offer salary that's appropriate for the market. If you've done your research and have a compelling story, you should get an offer that makes you happy no matter how you handle this question.

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