How to be Comfortable Discussing Money on an Interview

When asked about your desired salary, it can feel tricky to strike the right balance. You want to ensure you’re valued fairly but also don’t want to overstate your expectations.

To navigate this conversation effectively, consider these Dos and Don’ts: 

Do Your Research

• Before the interview, research the industry salary standards for your role, location, and experience level.

• Use sites like Glassdoor or Indeed to understand what’s reasonable.

• If utilizing a recruiter, ask them what is typical for the geographical area and position.

• See if the role has a range posted on the company's website. 

Do Understand Local Salary Laws

• In some areas, salary transparency laws require employers to share salary ranges.

• Familiarize yourself with these laws so you can ask about the budget for the role if necessary.

  
  

Do Practice the Conversation

• Rehearse your salary discussion with a friend or your recruiter, or even in front of a mirror.

• Practice stating your target salary and justifying it based on your skills and experience. This makes the actual conversation feel less intimidating.

Do Know Your Bottom Line

• Have a clear understanding of your salary range - your ideal salary, and the minimum you're willing to accept where the job move is still worth it to you. This will guide your conversations and help you stay grounded during the hiring process.

 Do Wait for the Right Time 

• Avoid jumping into salary discussions too early; when you ask about the salary in the first few minutes of an interview, it may come across that you don’t care if the job itself is a match.  Let the employer bring it up, ideally once they’ve seen how well you fit the role.

• If asked about your salary expectations at the very beginning, gently steer the conversation back to the role's responsibilities first. 

• However, if you know the range and you are looking for considerably more than that, it is better to be direct about your requirements earlier in the process to avoid frustration on both sides.

  
  

Do Be Strategic About Whether to Disclose Your Current Salary

• You’re not obligated to share your current salary if asked. In fact, in some places, it’s illegal for employers to ask. Instead, focus on providing a salary range based on your research and the job at hand.

• However, if your current salary is at the high end of the salary range, in these cases it can sometimes help to share your compensation, so the potential employer knows you'd need to be at the higher end of the range!

  
  

Do Focus on the Value You Bring

• When discussing salary, highlight the unique skills and value you offer.

• Talk about past accomplishments that justify your target salary, positioning yourself as an investment for the company.

Do Be Honest and Transparent

• If you're unsure about a specific number in the interview or offer stage, be upfront about it.

• You can say something like, “I am looking for a salary in the range of $X to $Y based on my research, but I’d like to hear more about the compensation structure for this role…” or “That range is a little less than I was hoping for, but I’d love to hear more about the job and think about whether that range could work for me.”

Do Be Ready for Negotiation

• Salary talks are a normal part of the hiring process and a lower offer than expected is not a sign of how you are valued.

• Initial salary offers often leave room for negotiation. As long is it is handled politely, it is always okay to ask for a little more.

• If the employer can’t meet your number, be open to discussing other benefits or perks, such as work flexibility or additional PTO, that could make the overall offer more attractive.

Do Stay Calm and Confident

• Trust your worth, stay calm, and approach the discussion with confidence, knowing that you’re advocating for what you deserve.

• While asking for more money, reiterate your interest in the job.

Don’t Settle

• Never accept a package that you believe is misaligned with the market or that won’t be a livable wage for you.

• If you can’t reach a satisfactory agreement, it’s okay to walk away and continue your search for a better fit.

Final Tip: Reframe the Conversation to Value

• Rather than seeing salary talks as uncomfortable, treat them as an opportunity to showcase the value you bring to the table.

• The goal is to find a mutually beneficial agreement that reflects your worth and the role’s expectations.