By Caryl and Ronald L. Krannich Ph.Ds
Courtesy of Impact Publications

Dealing with the salary question is often the most difficult interview question facing job seekers. Feeling apprehensive talking about money, many individuals accept the employer's first offer. In addition, many interviewees fail to discuss benefits which often comprise 45% of their total compensation! It's only later, once on the job, that they learn they may be under-compensated or they are receiving fewer benefits than they expected. Indeed, many people are under-compensated by 10-20% because they fail to speak up and negotiate their salary and benefits in a positive manner.

Salary savvy job seekers go into the job interview knowing exactly what they are worth in today's job market. They have done their homework by researching salary comparables. In addition, they know the value of the many benefits offered to employees. They go into the job interview prepared to ask specific questions about salary and benefits. Indeed, many of them go prepared with a list of questions they make sure they ask before accepting an offer. Here are some of the most important questions you should be prepared to ask as you negotiate your salary and benefits. Doing so may result in a salary 10-20% above what is initially offered.

1. What do you and your employees see as the five most attractive aspects of working at this company?
2. What is the pay range for this particular position?
3. What would you normally pay for someone with my qualifications and experience?
4. Do most employees receive an annual salary increment? How and when do you make that decision?
5. Do you conduct a semi-annual or annual salary review? How does this work for most employees? Is it, for example, tied to a formal performance appraisal?
6. What types of benefits do you offer? Do you offer a cafeteria plan which would include reimbursement accounts?
7. Do you offer any special benefits that other employers normally do not?
8. How do the company profit-sharing and stock option programs operate?
9. Based on my research of other companies and comparable positions, the salary and benefits you're offering are about 15% lower than what is considered average for the industry. Is there some reason for this difference?
10. Thank you for the offer. Since I want to make sure I'm making the right decision for both you and me, I would like to take some time to consider the offer. I'll let you know within 48 hours about my decision. In the meantime, I'll give you call if I have any more questions. Thanks again for your time and consideration.