One of my newsletter subscribers asked me whether or not it was okay to talk about salary during the first interview with an employer. They were worried that it would give the wrong impression. How could they avoid revealing their salary expectations too soon? They were wondering how they could postpone this discussion until the right time. My golden rule is to never lie to anyone. Therefore you need some good strategies to avoid this topic until the last minute.



When I have been pressured by HR for an response to that question in the past, my preferred approach is outlined in the following checklist.

1) The approach I would take would be to ask to table the question until later in the interview or for another day. It is important to me that we have first come to a common understanding on the roles and responsibilities of the job, and also, the type of experience I bring to the job, and what I will be contributing to the new company. I would prefer to be paid in line with the current job market and within the companies standards for this role.

2) I have been pressed for an answer several times, and my response is to first try to push it until later in the meeting. I explain that while it is important to me, it is not the most important factor. I would rather ensure that both the employer and I are happy with one another, and that the job lines up with my experience and that my contributions and the company's salary line up within both a fair market value and within the company guidelines. There are many factors beyond just cash that need to be discussed before we can address the salary bottom line.

3) It is very important to be aware before interviewing for the job, what the range is for that position. It is important to determine where I believe I fit within the market percentiles for that job. Most people do not meet the top end of the salary range, and there needs to be room to grow into it. I don't recommend asking for the highest salary in the range unless you know you are a total super star. Your super star status will be confirmed by reference checks, so be reasonable, but also, don't undersell yourself.

4) No matter what you made at your previous jobs, your expectation should be set at the fair market value for the job in your region. You may have earned less money in the past than the current expectations, possibly even a lot less. The reasons are not relevant to the new job, and therefore you would prefer to be within the companies fair range. Aim to make it clear to the new employer that you want salary negotiations to be fair, regardless of your past salary history.

5) If you disclose your salary history information, remember to state your case about the relevance of the information. You may give your personal reasons for accepting the lower pay, but most important is to explain you want the outcome of the salary negotiation to be one where both parties are respected, and that they feel a sense of win-win in the outcome.

Honesty is imperative when doing interviews. Employers have many means to determine whether you've been honest with them in the hiring process. What is most important is to be clear about what you can contribute to the company first, and that you expect fairness in the hiring process.