Question

What if I told you that we couldn’t afford to hire you at that salary?
 
Comments and Suggested Answer

The interviewer is seeking your bottom line figure. Although you should already know what that is, try not to reveal your hand too early in the negotiating process.

Remind the interviewer of the skills, experience, and qualifications you bring to the company. The most important thing to remember about salary negotiations is that most salaries are negotiable.

That doesn’t mean that you name a figure and the employer either matches it or doesn’t. It means that you’re ready to negotiate.

Question

What was your salary at your previous position?
 
Comments and Suggested Answer

In computing your previous salary, be sure to include all benefits, including vacation time, stock options, retirement, car allowances, and other fringe benefits. It is the entire package that you need to consider, not just your base salary.

Question

What do you expect to be able to make here?

Comments and Suggested Answer

Ask the interviewer what a typical salary is for the career you have chosen in that area.

Be prepared with a figure in mind based upon your experience, qualifications, and skills. With a little bit of research, you should be able to determine your worth to the company.