'What's your salary expectation?'

Last week, I talked about climbing the career ladder in remote work. I pointed out that in this setup, people often spend less time in one position, and the range of possible salaries is broader than in a typical office job.

For today, I'm helping you answer the most unpleasant question in any job interview:

"What's your salary expectation?"

Answering this question becomes even more challenging in remote job interviews because the salary possibilities cover a wider range. Plus, there are various calculations involved in aligning salaries with the local cost of living.

This question is tricky because it's a bit like a trap.

It's designed to make you uncomfortable about your salary expectations.

It pushes you to commit to a lower offer right at the start of the interview, before you've had a chance to learn about the company, the role, or the actual budget for the position.

Don't give in too quickly.

People work to earn money and pay bills. It's totally okay for you to do the same. No need to feel bad about it.

Aim to make as much as you can and move ahead — that's what we're all trying to do.

But how can you avoid the tripwire?

Here are 5 simple steps you can use in your next interview:

1) Know your options

? Think about your backup plan (BATNA - Best Alternative To Negotiated Agreement).

What's the best thing you could do if you don't get this job?

Some folks have well-paying jobs and aren't in a rush to accept less money. They might not need a lot from this interview. Others have multiple job offers, giving them room to ask for more money, even if it means they might lose the chance.

But if you're currently without a job, even a low offer might be better than nothing.

? Assess your situation realistically.

• If you're in a strong position, don't settle too easily.
• If you have other job offers, you can negotiate for a better deal.
• If you're unemployed, consider how much you can afford to negotiate.

2) Hold back on the numbers

?Resist the urge to spill the digits.

If you throw a number out there, it becomes like a limit for any future offer from that org. And if your number is high, they might try to get you to say a lower one.

It's a game where you might end up in a tight spot, always on the losing side.

? Avoid directly answering with specifics like "I make X now" or "I won't take less than Y."

? Keep those numbers to yourself for a stronger negotiation position. Stay strategic.

• Focus on understanding what the company is willing to offer first.
• Once you have a sense of their range, you can negotiate more effectively based on your own expectations.

3) Flip the script

? Ask the interviewer:

“ I understand you might worry I'll say no. What’s the budget for this role?”

It's totally fair for you to ask.

This move not only shows you've been around the interview block, but it also puts the negotiation on an even playing field.

But be aware, your interviewer is savvy. Often, they won't spill their number because it weakens their position in the negotiation.

Still, in some cases, companies do have a fixed budget for each role.

If that's the situation, the interviewer might share their number. This is the best-case scenario out of this interview question.

4) Broaden the question from before

If your interviewer sidesteps the budget question, expand your question with:

“Can you share more about the perks at the company, not just the salary?”

They're likely to answer this one because it lets them highlight the good stuff without getting into exact numbers.

? It's a chance for you to understand the company culture and the benefits they bring to the table.

But here's the bonus:

Steering the conversation toward benefits takes the focus away from the specific number they asked you about.

• Use this approach to gather intel on the company's perks and culture.
• It also gives you room to negotiate on aspects beyond salary, ensuring you get the best overall deal.

5) Keep the door open

It's likely that your interviewer won't circle back to the first question after this discussion detour.

But if they do, gracefully wrap up this tricky dance with:

“Let’s get back to salary discussion at the end of the process, if I make it through all interviews.”

? By not locking in a salary too early, you're already scoring a win.

? Your negotiation power skyrockets as you progress through the selection process.

And here's why:

In the initial interview, you're one of many, just another CV in a sea of 100+ candidates, with maybe 10-20 getting interviewed. You're seen as a commodity.

Contrast that with making it through all the interviews — now, you have people inside the company rooting for you.

Out of that initial stack of 100+ CVs, perhaps only 2-3 candidates reach this stage, if any.

Your negotiation position is much stronger, giving you the leverage to nudge that offered salary a bit higher.

• Play the long game.
• Delaying the salary talk until later stages puts you in a stronger negotiating position.
• Focus on making a positive impression throughout the interviews, building your value within the company.

Wrapping Up

This advice is solely based on my personal experience. I figured it out after making some mistakes.

When you live in a place with low wages, you might get used to not expecting much. But in remote jobs, the pay can be way better than what you're used to. It's easy to miss out on getting more money if you're not careful.

I'd like to hear what your experience have been like.

Let's get in touch! ??

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