When the HR manager asked about Liz’s salary expectations in the first interview, Liz replied with a question of her own.
The HR manager replied with a salary range that was a full $10,000 higher than the range Liz would have offered. A bit flustered by this fantastic new information, Liz told the HR manager that somewhere in the middle of the range would be appropriate.
In hearing her prospective employer’s salary band, she knew she needed to unravel the messages she’d gotten about her ability to both do work that matters and make money. A mindset shift helped Liz get perspective. She explains, “I had to stop making it about a dollar amount that was terrifying to me. I had to make it about the value of the role to the company.”
Having accidentally said the wrong number in a negotiation myself, I always tell clients that you don’t want the first time you say the words out loud to be in a meeting with your counterpart. Without preparation, you run a high risk of negotiation word vomit or sharing a number you don’t mean. Role play with a trusted friend or advisor to help you find language that’s comfortable and authentic.
Next, ask questions. Adapting Liz’s approach to getting asked about salary expectations, you could say something like, “Happy to talk about salary. I’d like to better understand the specifics of this role and where it fits within the organization. Do you have a salary range in mind for it?”
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