Forced to Name a Salary Requirement?

It's not a good idea to be the first to name a dollar figure during salary negotiations. However, many interviewers expect you to attempt that strategy, so they'll back you into a corner on this issue. Here's how to handle the situation.

If you continue to refuse to provide a figure, you'll only appear to be uncooperative, stubborn, and/or difficult. So, go into the interview prepared. Use websites such as GlassDoor.com, Payscale.com, and Salary.com to research the average salary for similar positions in the same locality. Then, if the interviewer forces you to name a dollar figure first, use this strategy.

State what you research shows is the average salary for your field in that geographic locale. Be sure to use the word "average" when quoting the figure. Then follow your statement with a brief summary of your accomplishments. Your strategy here is to demonstrate why you're worth more than the average salary. Then name a reasonable figure that is higher than what your research shows to be the average salary.

Some career experts even advise you to go on the offensive. Don't wait for them to ask you for a figure, or for them to name a figure. Raise the issue yourself in the second interview (phone or in-person). Indicate your desire is to avoid wasting either their time or yours. Then follow the strategy outlined above--name the average figure, summarize your accomplishments, and state your requirements.