The answer to the toughest interview question

http://blog.penelopetrunk.com/2008/02/19/the-answer-to-the-toughest-interview-question/

There's a lot of advice on this blog about how to interview: Tell good stories, ask good questions, be a closer.
But here's only one most important thing to remember: when it comes to
discussing your potential salary, never give the number first.

The right answer to the question, "What's your salary range?" is almost always some version of "I'm not telling you."

The person who gives the first number sets the starting point. But
if that's you, you lose. If you request a salary higher than the range
for the job, the interviewer will tell you you're high, and you've just
lost money. If you request a salary lower than the range, the
interviewer will say nothing, and you've just lost money.

So you can only hurt yourself by giving the first number. You want
the interviewer to tell you the range for the position, because then
you can focus on getting to the high end of that range. But you can't
work to the high point if you don't know it.

So if there are two good salary negotiators
in the room, it will be a game to see who has to give the first number.
Fortunately, the company cannot make you an offer without also offering
a salary, so the cards are stacked in your favor, as long as you hold
your ground.

So here's a list of responses for all the ways the interviewer will
ask you how much money you expect to make. The more times you can fend
off the question, the less likely you will have to be the one to give
the first number. This works, even if you don't have the upper hand and you really need the job.

What salary range are you looking for?

"Let's talk about the job requirements and expectations first, so
I can get a sense of what you need." That's a soft answer to a soft way
to ask the question.

What did you make at your last job?

"This position is not exactly the same as my last job. So let's discuss
what my responsibilities would be here and then determine a fair salary
for this job." It's hard to argue with words like "fair" and
"responsibilities"-you're earning respect with this one.

What are you expecting to make in terms of salary?

"I am interested in finding a job that is a good fit for me. I'm sure
whatever salary you're paying is consistent with the rest of the
market." In other words, I respect myself and I want to think I can
respect this company.

I need to know what salary you want in order to make you an offer. Can you tell me a range?

"I'd appreciate it if you could make me an offer based on whatever you
have budgeted for this position and we can go from there." This is a
pretty direct response, so using words like "appreciate" focuses on
drawing out the interviewer's better qualities instead of her tougher
side.

Why don't you want to give your salary requirements?

"I think you have a good idea of what this position is worth to your
company, and that's important information for me to know." Enough
dancing-this is one last attempt to force you to give the number first.
Hold your line here and you win.

You can see the pattern, right? If you think you sound obnoxious or
obstinate by not answering the question, think of how he feels asking
the question more than once. The interviewer is just trying to get a
leg up on you in negotiations. If you give in, you look like a poor
negotiator, and the interviewer is probably not looking for someone
like that.

So stand your ground, and understand that the interviewer is being
as insistent as you are. And it might encourage you to know that
research shows that if you mirror the behavior of the interviewer, you
are more likely to get the job. Sure, this usually applies to tone of
voice, level of enthusiasm, and body language, but who's to say it
doesn't apply to negotiation tactics, too? Try it. You could come away
lots richer.