Re: How Do You NOT Mention Salary First?

["Thiessen, Christopher E" <Christopher -dot- E -dot- Thiessen -at- CERIDIAN -dot- COM>]

Earlier, Anonymous asked when you ask about money in a job
interview.

I've sat on both sides of the table, so I'll toss in what little
I know and what's worked for me.

If I'm interviewing and asked the "what kind of salary expectations
do you have," my typical response is "$85,000, excluding bonuses,
but I know that's unrealistic for your corporation, so let's talk
about what you can afford." The trick here is to keep a straight
face and steady gaze as the recruiter/HR person blinks. It also
implies that you've done your homework and will be able to
instantly analyze the recruiter's response against current local
salaries for the same kind of work.

If I'm the interviewer, I wait until we've discussed everything else
and then ask "well, let's talk salary. How much do you want to
make?" Most folks typically are caught off-balance, and more often
than not will under-estimate their value.

Of course, should I run into my answer, I'm ready. I laugh agreeably,
but I'm already prepared, knowing the local range of salaries for
the position. I'll answer "you're right, and in the best of all possible
worlds I'd pay you that in a flash, but based on your experience and,
more importantly for me, the opportunity to work with you, the most
I can pay you is $X." The trick here is to come back immediately with
a reasonable counteroffer that leaves no room for negotiation.

Recently, though, there have been a number of additive components
that are as good as money. The company I'm lucky enough to work for
has a very liberal telecommuting policy, so I might be able to say
"but we can offer you the ability to telecommute 2 or 3 days a week,
depending on the project." If you're faced with a 2-3 hour daily commute,
that may be a deal enhancer. Also, I get to work with folks who are a
really talented team (STC award winning and all that), so the chance
to work on cutting edge stuff with a clever bunch of peers is also
an incentive.

Don't know whether that helps, but it's my story and I'm sticking to it.

Chris Thiessen
christopher -dot- e -dot- thiessen -at- ceridian -dot- com

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