You are almost there: your "dream job" is within reach. Your second interview is coming up and you are carefully preparing for it. Every single information is valuable and the nagging question arises as how much the company has budgeted for this position - If the salary issue has not yet been discussed, it will without doubt come up this time: How much can it be?
" What are your salary expectations?" is the apparently innocent first question. How do you respond?
A: I have not really thought about it until now.
B: Above my current salary.
C: Colleagues in similar positions are being paid so and so much.
Wrong. In such a case, you should clearly communicate your wishes, without being too modest nor too arrogant. Tell your interviewer which salary would satisfy your expectations. Indicate a precise amount or a salary range.
Clear expectations in terms of salary
As adviser, when conducting a recruitment process, we usually discuss the salary issue upon the first contact. We know the customer's budget for the concerned position and can assess the market value of a qualification profile. But most of all, we will comment on your salary expectations accordingly, something hardly a company will do.
Companies expect from us, recruitment consultants, a choice of candidates with clear salary expectations and most of the time, information about the current salary. It often takes several weeks, or months, from the first phone contact up to the second interview, before this particular issue will be addressed again. Meanwhile, something may have changed in the job profile. Candidates often have the feeling they have good cards and start "gambling", thus increasing their salary requirement at the last moment. Which reflects poorly on the candidate.
A proper assessment of one's own market value
It is only natural that the company should remain discreet about the salary issue. Your expectations are simply being recorded without any further comment. Three options:
A: Your expectations are below budget or in the lower limit.
B: Your expectations are average or in the budget's upper limit.
C: Your expectations are above budget for the concerned position.
A and B are not a problem. One thing is for certain: no serious company will hire you below market value. Inform yourself beforehand so as to fit in the B situation. C is problematic: you may either have excessive expectations, or you may be over-qualified for the position or simply in the wrong field of activity.
It is important to be able to see things from the company's perspective: if the company wants to hire you, they will aim to do anything possible to make you an attractive offer. They need to fully understand your motivations (not only regarding salary). Transparency is here an asset.
Do not gamble!
Do not hesitate to tell which elements would prompt you to accept an offer. I you are prepared to negotiate on salary, be consistent: do not hum and haw, do not haggle, do not hesitate and do not use the subjunctive mood. Avoid as well adding too many - or even better, do not mention any other non-cash benefit: company car, shares of stock, job opportunity for your partner, free accommodation, sign-on bonus - certainly understandable, but here inappropriate. Just stick to the issues that are important to you. And: give early consideration to whether you are really ready to defeat the whole deal. Once boundaries have been overstepped, there is no turning back.