Open for Discussion": The Hiring Dilemma of Undefined Salary Expectations

Open for Discussion": The Hiring Dilemma of Undefined Salary Expectations

One of the most common phrases candidates use during interview conversations is "I am open for discussion" when asked about their salary expectations. Despite repeated attempts to get a concrete figure, some candidates avoid stating their expectations upfront, only to demand a higher salary once an offer is made.

This behavior raises an important question: Is it ethical to withhold salary expectations during the hiring process, only to negotiate aggressively after receiving an offer?

The Cost of Undefined Expectations

The hiring process is an investment of time, effort, and resources for all parties involved. Employers engage multiple stakeholders—hiring managers, HR teams, and senior leadership—to ensure a structured and fair selection process. When a candidate withholds their true expectations, it leads to several challenges:

1. Wasted Time & Effort: Hiring teams spend weeks (if not months) evaluating a candidate, only to face last-minute negotiations that could have been addressed earlier.
2. Disruptions in Hiring Timelines: When a candidate stalls the process by renegotiating at the offer stage, it delays onboarding and impacts business continuity.
3. Loss of Trust: If a candidate initially states they are "open for discussion" and later demands significantly higher compensation, it creates distrust between them and the employer.
4. Missed Opportunities: Employers may have overlooked other candidates who were transparent about their expectations, only to be forced to restart the hiring process.

Why Do Candidates Do This?

Several reasons contribute to this behavior:

• Fear of Undervaluation: Candidates worry that revealing a figure too early may put them at a disadvantage.
• Market Benchmarking: Some candidates wait for an offer to compare it with other opportunities they may be exploring.
• Counteroffer Tactics: In some cases, candidates use the offer as leverage to negotiate a better package with their current employer.
• Misguided Advice: Many are advised to "never quote a number first", assuming that employers will always go higher if they hold back.

While salary negotiations are a natural part of hiring, the lack of upfront transparency often leads to unnecessary delays and frustration.

A Better Approach: Transparency & Alignment

To create a more efficient and ethical hiring process, both employers and candidates must align early on compensation expectations. Here’s how:

For Candidates:

1. Be Honest & Clear: If you have a salary expectation, state it upfront. If you're flexible, provide a range instead of being vague.
2. Research Market Standards: Instead of waiting for an offer to compare, benchmark your expectations before engaging in discussions.
3. Avoid Last-Minute Shocks: If your expectations change during the process, communicate them proactively rather than at the final stage.

For Employers:

1. Set Clear Expectations Early: Be upfront about budget constraints and salary bands before proceeding too far into the process.
2. Ask Direct Questions: If a candidate says, "Open for discussion," ask them for a minimum expectation or range to avoid surprises later.
3. Have a Defined Negotiation Window: Make it clear that salary discussions should happen before the offer stage, not after.

Final Thoughts: Integrity in Hiring Works Both Ways

Salary negotiations should be a collaborative discussion, not a tactical game. When candidates withhold their true expectations and demand more at the final stage, it erodes trust and disrupts hiring processes. Similarly, employers must ensure transparency and fairness in compensation discussions to avoid misunderstandings.

A mutually respectful approach leads to better hiring decisions, smoother onboarding, and long-term career satisfaction.

What are your thoughts? Have you encountered this situation in hiring or as a candidate? Let’s discuss in the comments! ?? #Hiring #SalaryNegotiation #JobInterviews #Recruitment