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"Whether it's salary or a promotion or a job, I think it's important for women to ask for what they think they deserve."
Susan Wojcicki, CEO YouTube
Somebody moved the cheese again. If you've been around long enough to know about "moving the cheese" then you'll understand the full impact of new legislation with regard to conversations about salary.
A little over 20 states have enacted new laws that prevent employers from asking candidates what their current or most recent salary is or was. And in some, like California, the rules apply to their "agents."
Like me.
Compensation is and will always be a delicate subject. It's personal and not openly shared with anyone other than close confidants. So when the subject comes up in an interview, how's the best way to answer the question? Here are three ways to help get you on track:
- The Triple D: (Dodge, Delay and Defer) It's my least favorite and the one most likely to annoy the person you're interviewing with and goes something like this: "I really want to make this work, but I'll need more information on the culture, the team and the brand before I can give you an answer."
- Cards On The Table: It may put you in a "box" but being fully transparent is admirable if you're a confident DIY negotiator: "I currently earn $150,000 a year in base salary." You can embellish that with "...plus bonus, stock and other perks."
- Safe, Sure & Scintillating: "I'm currently earning in the mid-$100's and looking for an opportunity to expand the breadth and scope of my responsibility." This gives the employer a range to play with AND it shows a level of professionalism and the highly desirable character trait of carefully managed career growth.
If you're a hyper-confident world class negotiator who knows "...it's not personal, it's business." then, yeah, the Triple D is for you. But keep in mind you may be bucking up against a culture that is in conflict with this style. Besides, "...it's not personal, it's business" is a line from "The Godfather."
Most people chose to be Transparent and feel good about letting the employer know what they currently earn. However if that number is lower than what's budgeted they may be leaving a something on the table. Or, it could be a knock blow if that number is significantly lower or higher than what's in the budget.
But when you talk about a range (low, mid, high) you give the interviewer a ball park to play in, especially if you put some icing on the cake with a little drive and ambition ("...I'm reallly looking for an opportunity to expand my responsibilities and be accountable for great results...") that paints a big picture of your character and personal style.
Whichever path you choose, be sure to have clarity about your numbers. It's best to speak in terms of your base salary and not you're whole package. Keep a positive tone to give the employer some optimistic "buy-signs."
Just about every employer expects some negotiation but about 50% of men take what's offered...and about 70% of women do the same. I'm hoping both can learn from the quote above.
Of course, this is only my opinion, but it's one I value highly.
