The 405 Club

Money is the last thing you want to talk about on an initial job interview. Your goal at that meeting is to sell yourself as the dream candidate for the open position. Focus on the myriad of ways you’ll contribute to your future employer, not on what you’ll cost. If you’re asked about your salary requirements, simply say you’re assuming that the firm pays market value and that’s exactly what you’re looking for. Stress that you don’t believe money would be any obstacle to your taking the position if it’s offered you.

If you are indeed offered the position, and haven’t yet discussed compensation, you’re in the strongest financial position you’ll ever find yourself on a job. As the top candidate you’ve unlimited potential. You’ve never come up short or failed to deliver. Yet it’s still in your interest to avoid broaching the money issue.

When a potential employee is the first to mention a dollar figure, the only direction the negotiation can move is down. When the potential employer puts the first number on the table the only direction it can move is up. That said, you don’t want to get into a duel over the subject with your potential employer.

If you’re forced to break the ice, offer up a number at the very top end of what you’ve determined is market value for the position, so any subsequent back and forth will still leave you in the top half of the range. If presented with a figure, say you appreciate the offer but believe that for someone of your skill/experience a figure 15 percent higher would be more appropriate. Resistance to negotiate is best met with asking for things other than salary, such as more vacation time.

-By Stephen M. Pollan via Cynopsis Classifieds. Stephen is one of America’s most trusted and admired career and financial advisors and is the author of more than a dozen books including the national bestsellers Die Broke and Second Acts. Information about his practice and writing can be found at stephenpollan.com . Mark Levine ( gostryter.com ) has been Pollan’s collaborator for more than 20 years.