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The Salary Negotiation Trap: How to Avoid Getting Lowballed

When it comes to job interviews, there’s one question that can make even the most confident candidate squirm: “What are your salary requirements?” It’s a tricky query that can instantly spark self-doubt and nervousness, leaving you vulnerable to undervaluing your worth. The stakes are high, as research shows that your initial salary negotiation can have a lasting impact on your lifetime earnings – a difference of just $5,000 can add up to an extra $600,000 over the course of your career.

The Power Imbalance

In a hiring situation, the company holds the majority of the knowledge and negotiating power, which is why they often ask questions designed to get you to reveal your minimum acceptable salary. This can perpetuate systematic inequalities, particularly for women, people of color, and those living in poverty. It’s no wonder that Massachusetts has made it illegal for companies to ask about previous salaries during job interviews.

Redirecting the Question

So, how do you handle the salary question without getting taken advantage of? Here are some strategies to help you redirect the conversation to your advantage:

• When asked about your “salary requirements,” try responding with: “I’d prefer to discuss the skills I can bring to the organization. Can you provide me with the salary range you’re offering?” This gives you a basis for negotiation and shows that you’re aware of the power imbalance.
• When asked about your “current salary,” you can remind them that it’s illegal in some states or simply say: “My salary is about average for someone with my experience level in this industry.” This shows that you’re knowledgeable about industry standards and won’t be easily swayed.

Doing Your Homework

To negotiate effectively, it’s essential to do your research on average salaries in your industry. This will give you a solid foundation for your negotiation and prevent you from being caught off guard.

Asking for Transparency

Another approach is to ask questions that will lead to more transparency about the company’s budget and salary range. For example, you could ask: “Are you asking about my salary requirements because you want to know if you can afford me?” This can help you tailor your response accordingly or decide if the job is worth pursuing.

Being a Straight Shooter

Finally, being honest and direct about your salary expectations can be a powerful approach. If the company thinks your expectations are too high, they’ll let you know, giving you the opportunity to decide if you’re willing to negotiate or walk away. And if they don’t comment, you can always continue negotiating once you’ve secured the job offer.

Remember, negotiation is a conversation, not a confrontation. By being prepared, doing your research, and redirecting the conversation to your advantage, you can avoid getting lowballed and secure a salary that reflects your true worth.