When you are asked what you are expecting as salary, many of us state a number; and when the recruiter is silent, we follow it up with "But I'm negotiable." It's the worst thing you can do.
Photo by Samuel Mann
The blog Job Tips for Geeks says you shouldn't give that message before your recruiter has a chance to object to what you are asking for. Most hiring managers know the power of silence and use it to unnerve you — and you're already nervous because of the interview anyway. Some people advise not suggesting a salary first, but if you have done your homework, it can actually give you an upper hand in negotiations.
The trick to counter this is to turn the tables and use silence to your own advantage. As we have mentioned before, being silent is a great strategy for salary negotiations. So when the question comes up, tell the recruiter your number, explain why, and then stop talking — don't say anything till the interviewer responds.
What's especially interesting is the advice given for how to write about salary expectations on your resume. Job Tips for Geeks advises giving a range and adding context to it, so you leave room to negotiate with stating that flatly:
Providing some brief context along with the number ("assuming competitive benefits and working conditions") will provide an opening to negotiate above the provided number/range when necessary. Usually there will be some part of the package that can be cited as below market to justify raising an offer.
These are great tips for a salary negotiation, but the key takeaway is this: Don't say you're negotiable till the recruiter objects to your sum, and don't mistake silence for objection.
"...but I'm negotiable" [Job Tips for Geeks]