Salary negotiation is like a game of chicken. You enter the interview (supposedly) knowing what salary you need and can expect. But maybe they’re willing to offer you much more than you expect. If you blurt out a low figure—flinch—first, you lose. But if you too insistently evade answering the interviewer’s questions about salary requirements, you lose again—you probably won’t get the job.
How to Put Yourself in the Catbird Seat
This is where it gets tricky. Your primary task at the interview is to sell yourself as the answer to the employer’s problems. While you’re busy doing that, however, you need to remain sensitive to the signals that tell you just when it’s time to get into a salary discussion. Ideally, this will come ...