You're in a contract negotiation and the interviewer asks you a tricky question. What do you say?

1 Know your value

Before you enter any negotiation, you need to do your research and know your value in the market. This will help you set realistic and confident expectations, as well as justify your requests with data and evidence. You should also know your bottom line, your priorities, and your alternatives, so that you can walk away if the offer is unacceptable or negotiate for other benefits if the salary is fixed.

2 Listen and clarify

When the interviewer asks you a tricky question, don't panic or blurt out the first thing that comes to your mind. Instead, listen carefully and try to understand the intention and the implication behind the question. You can also ask for clarification or more information if the question is vague, ambiguous, or loaded. For example, if the interviewer asks you what your current salary is, you can ask why that is relevant or how it will affect the offer. This will help you avoid revealing information that could weaken your position or limit your options.

3 Reframe and redirect

Another strategy to deal with tricky questions is to reframe and redirect them to your advantage. You can do this by emphasizing your value proposition, highlighting your achievements and skills, and expressing your interest and enthusiasm for the role and the organization. You can also redirect the question to a more relevant or favorable topic, or to the interviewer themselves. For example, if the interviewer asks you what your weaknesses are, you can reframe it as an opportunity to share how you have overcome challenges and learned from feedback. You can also redirect it by asking the interviewer what skills or qualities they are looking for in the ideal candidate.

4 Be honest and respectful

While it is important to be strategic and persuasive in a contract negotiation, it is also essential to be honest and respectful. Don't lie, exaggerate, or make unrealistic demands, as this will damage your credibility and reputation. Don't be rude, defensive, or aggressive, as this will create a negative impression and harm the relationship. Instead, be polite, professional, and positive, and show that you are willing to cooperate and compromise. Remember that negotiation is not a win-lose game, but a collaborative process that aims to create mutual value and satisfaction.

5 Follow up and confirm

Finally, after you have answered the tricky question and reached an agreement, you need to follow up and confirm the details of the contract. Don't rely on verbal promises or assumptions, but ask for a written offer letter that specifies the salary, benefits, start date, and other terms and conditions. Review the contract carefully and make sure that it matches your expectations and understanding. If you have any questions or concerns, don't hesitate to raise them and seek clarification. Once you are happy with the contract, sign it and send it back as soon as possible.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?