How to Interview Like a Pro featured in Omaha.com

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Published Sunday May 22, 2011

Don’t talk money too soon when seeking a job
By Melanie Wanzek
CTW FEATURES
Though the bottom line is important, determining when to disclose salary history and future salary hopes to a potential employer can be tough to navigate.

“You want to delay revealing your salary history and your salary requirements as long as possible,” said Mary Greenwood, author of “How to Interview Like A Pro: Forty-Three Rules for Getting Your Next Job” (iUniverse, 2010). “Revealing them too soon removes all of your power to negotiate later.”

Disclosing too soon also could cause employers to assume salary expectations that aren’t accurate.

“Just because you’re making X amount of dollars right now, doesn’t meant that’s what you’re willing to accept at next position,” said Stephanie Toley-Gove, owner of Urban Sherpa, a career coaching firm based in Cranston, R.I. “You might have acquired a ton of knowledge and experience that elevated your value.”

Many employment applications, both paper and online, include blanks for salary history. Resist the urge to reveal all about salary history or future expectations sooner than is required.

Writing alternatives — such as “negotiable” or “willing to discuss if interest in interview is expressed” — help to appropriately delay the discussion to a more beneficial time. If the blank won’t allow words and must be filled in to advance, such as in some online applications, attempt to enter a range if possible.

“Then you’re not pigeonholing yourself into one specific number,” Toley-Gove said.

If an employer requires a salary history before a candidate is to be considered, jobseekers must decide at that point whether they are truly interested. If so, the early revelation is worthwhile but should be done correctly. Rather than including it in a cover letter or résumé, Toley-Gove suggests creating another sheet that mimics the style of the cover letter (using the same font and formatting), but is included at the back of the application. Then list previous positions chronologically as in a résumé, but include either a number or a range for each.

Though money can be a sticky subject, delaying the discussion can allow a great candidate’s qualities to shine through first.

“The main point is that you want to first impress them with your passion for the job, your job skills, how you fit in with the job description and get them to really want you as their employee,” Greenwood said.

“Then move on to negotiating money, at the end of the first interview or even later in the process.

“Doing this presents a positive image to an employer and can result in a higher salary.”









Mary Greenwood, Mediator, Attorney and Author ofHow To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awardsBest How To Book, DIY FestivalRunner Up, New York Book Festival, E-Book and Self-Help CategoryFinalist ForeWord Magazine Book of the Year AwardsFinalist, Best National Book Awards, Self-Help CategoryHonorable Mention, London Book FestivalHow To Mediate Like A Pro: 42 Rules for Mediating DisputesWinner of five book awardsBest National Book AWard, Law CategoryBest E-Book, New York Book FestivalBest How To Book, Beach Book FestivalBest E-Book, Indie Excellence AwardsSpirit AWard, South Florida Writers AssociationEmail: howtonegotiate@aol.comwww.marygreenwood.org