Perhaps the most sensitive phase of the hiring process is the disclosure and discussion of current salary. Several people have remarked to me that they feel awkward and self-conscious when asked about current salary. Other people may not admit their feelings but their actions give their concern away. Keep these thoughts in mind when the topic comes up:
· Nearly all positions have some sort of salary range attached to them. When you are asked about your current salary early in the hiring process, the objective is to insure that the company has a realistic chance of making you a competitive offer later. Do yourself and the others involved in the process a favor and give an accurate figure.
· While you may regard you salary as highly confidential, don't fall into the trap of thinking that hiring officials are interested in that information for any reason other than obtaining a complete snapshot of you and the viability of your candidacy. While you may take your salary information very personally, the people in hiring positions don't look at it that way. If you find yourself bristling up when asked about salary (assuming you are in a hiring situation and the question is asked professionally), ask yourself this -- "What on earth am I worried about? What is negative about a discussion of my salary?"
· If you feel that it is low, disclose your exact current salary and be ready with a brief factual statement ready to substantiate why it is low. Do some research on salaries in your area and technical specialty. Incidentally, it's OK for your paycheck to be on the high side - especially if you can demonstrate that it's due to superior performance.
· Don't ever play games with numbers. If you include bonuses, commissions, etc. in the total, clearly differentiate all those variables up front. Inflating current pay to help negotiate a higher offer is both deceitful and dangerous. If you pump the number up too high, you may price yourself out of a good career move. If the truth comes out that you padded the numbers, the hiring process stops dead at that instant. Imagine how you would feel if you fudge your current salary, get a great offer with a dynamite company and as one of the last details are asked to bring a copy of last year's W-2 as necessary documentation for your files before you can start!
RELATED LINKS
Network World on Careers: What am I worth?
Network World, 12/07/98
Net worth: IT pros are reaping big salary gains
Network World, 11/30/98
Network World's online archive of Fusion Focus newsletters on Careers.
