Salary negotiation: 7 tips for your interview

The salary question is an unpleasant part of a job interview. But what is the right way to react? What should you look out for? How do I prepare for it? What is my value? What is common in my industry?  

Questions upon questions! We have the answers!

Below you'll find 7 tips on how to turn this unpleasant situation into a positive
salary negotiation in your job interview!

With 7 tips on your desired salary for the job interview:

1. Know your salary!  Research the salary range customary in the industry & position & know your salary entitlements under labour law (e.g. minimum wage in internships).
2. Stick to the motto: Let the recruiter go first!  Let the recruiter begin the salary negotiation and do not ask the salary question in the interview yourself.
3. It's not what you say, but how you say it! Be self-confident, but never demanding and arrogant! Always remain friendly and reserved in the interview.
4. Aim high to achieve high! Always set your salary expectations at least 10% above your actual desired salary! This gives you room for manoeuvre in your salary negotiation.
5. Your reasoning is everything! Back up your desired salary with arguments such as additional qualifications, language skills and work experience in the application interview. (Soft and hard skills)
6. Taboo topic: Your previous salary!  Avoid stating your previous salary. If asked, set it slightly higher (about 10%), otherwise a salary jump is unlikely!  
7. Net or gross? Clarify in the interview whether the amount mentioned in the salary negotiation is the net or gross salary.  

Are my salary expectations utopian or reasonable? What kind of salary can I expect?

Rule number 1 for the interview: Preparation is everything!  

This applies just as much to the question about salary. Therefore, before your interview, you should find out what the typical salary is for your industry and your position. You should also research the economic situation of the company. This information is crucial to be able to negotiate a reasonable salary in the interview because it gives you a approximate salary range to guide you.  

You should start at the salary ceiling in the interview. However, it is very likely that the recruiter will negotiate your salary expectations down a bit. Nevertheless, you should not accept the job below the salary floor. However, you would have to consider additional benefits such as a privately usable laptop. In addition, the salary is measured by the personal qualifications and work experience you already have.  

Prepare arguments for your salary expectations  

Recruiters need a reason for everything and the same goes for your salary expectations. Write down arguments in keywords why this salary is appropriate for you to be able to justify and defend your salary expectations in your salary negotiation during a job interview.  

The arguments in favour of your desired salary include: Qualifications (soft & hard skills), awards, talents, special knowledge, professional & work experience and important personality traits.  

In order to find out the decisive argumentation points, try to put yourself in the position of the recruiter: What makes me special? What do I bring to the table? What can I offer the company that it absolutely needs? What would impress and convince me as a recruiter or boss?

Ask yourself these questions, they will help you to strengthen your position in the salary negotiation and help you to convince the recruiter of your salary expectations in the interview.  

How to negotiate your salary the right way - It's not what you say, but how you say it!

Not only good preparation but also a good strategy are crucial for a successful salary negotiation. It is a question of how? The Do's and Don'ts during a salary negotiation in a job interview.  

Do's and Don'ts of salary negotiation:  

• The status quo is crucial: Depending on your qualifications, work experience or similar, you may or may not have a stronger negotiating position in the application interview.  

Example: If you are applying for your first internship or working student position, it is not recommended to negotiate because you lack work experience, which is very important for the recruiter.  

• Virtues in a salary negotiation: Friendliness and restraint! Always be self-confident, but never demanding and arrogant! Always remain friendly and reserved in the interview.

• Underpin & not undermine: Justify your salary expectations with your prepared bullet points that explicitly speak for you. Reasoning is everything here! 

Note: The more solid your support, the harder it is for the recruiter to negotiate you down. However, remain flexible and be happy to accommodate the recruiter a little!

• Make a salary jump: Never reveal your previous salary, otherwise it is rather unlikely you will achieve a salary jump.

• Tip for your desired salary: Try to be the first to state a number at the salary negotiation! This will lay the foundation of your salary negotiation.

• It's more appearance than substance! Give the recruiter a comparative value that is at the upper limit of the salary range customary for the industry & position. This makes your salary seem less high & you give the appearance that you are already accommodating the company.

Note: The amount should be significantly higher, but still realistic for your industry & position.  

• Job or salary - which is more important?  As a general rule, don't take a job offer that pays below the  industry salary floor!  

Exception: It makes sense to take this underpaid job! When does it make sense?  

• If it's your dream company!  
• If you are allowed to do very interesting activities!  
• If the company offers you intangible benefits & opportunities!
• If you need to gain  urgent work experience!  
• If you have little knowledge & qualifications!  
• If you are unemployed!
• When is the time right?  The right time for salary topics in the job interview is preferably determined by the recruiter. Usually the salary negotiation takes place at the end of an interview or, if there are several interviews, in one of the last ones.

Sample interview: salary negotiation in the job interview

Theory is all well and good, but how do you put it into practice? Many paths lead to your desired salary!  In the following we will show you an example of how such a salary negotiation might look:

Question: What are your salary expectations?

Possible answer: Due to my professional experience in this position and my additional qualifications in the field of ... , which I have acquired through certified online seminars, I imagine an hourly wage of £15 to £16 gross.

Recruiter response: For working students/interns/beginners we have prescribed salaries internally, and unfortunately we cannot deviate from this.

Possible answer: "Of course I understand that, that is really a very fair solution for everyone. However, I currently earn a little more than what you offer. Since I have to pay my monthly bills, I unfortunately cannot take a lower income. Do you possibly have a little more leeway so that we could approach it in a way that suits us both? 

Question: What was your previous salary?  

Possible answer: "My current annual salary is approx. ...." (add at least 10% more)

With these tips, you'll be well prepared for your next salary interview so that the awkward salary question is no longer a problem for you!

Besides the salary negotiation, it is also crucial to dress appropriately for the job interview!  

How to show your strengths & weaknesses in the interview! Here you can find clever tips and strategies!