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Career Track Live SPECIAL
Hosted by Amy Joyce
Washington Post columnist
Tuesday, Dec. 18, 2001; 11 a.m. EDT/EST

Are you trying to get ahead or find the right niche? Then talk to Amy Joyce, Career Track columnist for The Washington Post.

Robbie Miller Kaplan is a career consultant with Vienna, Virginia-based Kaplan & Associates. She is a nationally recognized job search and resume expert and author of eight job search, resume, cover letter, and career books including Resume Shortcuts and Sure-Hire Resumes. Her latest book, "How to Say It In Your Job Search", provides job seekers with what they actually need to write and say at every point in the job search process.

On Tuesday, January 15th, Amy will be answering questions live on streaming video. Come talk to Amy and her host, Don Marshall.

The transcript follows below.

Editor's Note: Washingtonpost.com moderators retain editorial control over Live Online discussions and choose the most relevant questions for guests and hosts; guests and hosts can decline to answer questions.

Amy Joyce: Hello all. Today we have with us Robbie Kaplan, a career consultant and author. She is ready to answer your burning questions about interviews and salary negotiation. It's a tricky time out there, so ask away.

Rockville, Md: How appropriate. I think many people, including myself, don't really know what types of questions to ask in an interview and how to talk about salary. It's often a loaded question, as far as I'm concerned. If you ask for too little, an employer may get you for less than they are willing to pay. If you ask for more, you may have negotiated yourself out of a job. What's the answer, especially in job announcements where they ask for salary history without telling you what they are willing to pay.

Robbie Kaplan: Good morning! You have a good question that has several parts. Let's address the question part first. It is really important to ask questions during an interview. For starters, it makes the interview more engaging as it is a conversation between you and the interviewer. It also demonstrates your interest in the job. Review the research you have done on the organization and the industry. Look at industry trends and opportunities and create one or two questions on how that organization fits in or how they are handling XYZ. A great question is "What qualities are you looking for in applicants for this position?" Once they state some qualifications, you can describe yours throughout the interview to show them you are a match. Always go to an interview with at least three prepared questions.

I just alluded to research. You should be conducting research not only on organizations and industries but on salaries too. I would be curious on how many of you have conducted research on what you are worth in the workplace.

Suffolk, Va.: Robbie, I have been working in the tech field for about 10 years now. My problem is I do not have a degree in the tech field, but I do have a college degree in International Studies which is not even close. Anyway, how do I present my resume to employers so that my experience catches their attention more than my degree? Is there a certain format you would recommend?

Robbie Kaplan: I think it is crucial that you focus on your credentials throughout your job search. Whether it is your resume, letters, interviews, or follow up, you must clearly demonstrate to employers how your qualifications match their job requirements. When writing and producing a resume, always choose your words and format to put your best foot forward - your qualifications. If it is experience, begin with a strong summary that showcases your unique experience, skills, and expertise and follow with your experience in a chronological format. Anything you want to downplay should go towards the end of your resume. You can always include the degree without the major as your college education is certainly a plus. Good luck.

Alexandria, Va.: What are some of the best means to get salary information?
Thanks,
J

Robbie Kaplan: I'm glad you asked this question. There is lots of information on salaries. Do you belong to a professional association? They often publish salary surveys or include that information annually in their newsletters or journals. Do some online research of organizations of interest or in the same industry. Do they have similar jobs posted and do they give information on the salary? It is sometimes easier to call an organization and ask for salary ranges when you are not interested in the job. There are wonderful online resources. Try the Bureau of Labor and Statistics and salary.com. Use a search engine and enter "salary" for your search and see what resources are located.

Northern Virginia: I have a telephone interview in an hour! Two questions: How do I make the transition from face-to-face (where I can read body language) to over the phone? I'm especially interested in turning this INTO a face-to-face interview. Also, the position is in Southern VA where the cost of living is much lower. I plan to state what my salary expectations are if asked (based on my job in DC Metro) but how do I factor in that it may seem incredibly high to them?

Robbie Kaplan: Congratulations! I hope the interview goes well. First of all try and relax and demonstrate your interest and enthusiasm through your voice. Also, smile - it makes a difference in the tone of your voice and it comes through loud and clear. When the salary question comes up, ask them what is the salary range. Try to get them to give you some idea. You could also tell them you are presently making XYZ but you are aware that salaries may not be comparable in that part of the state and you are willing to negotiate. If you can do some quick research prior to the phone interview, see if you can find out just how much of a difference there may be. Anyone who prepares for an interview has an advantage. Good luck.

Washington, D.C.: I am in the process of renegotiating my salary. I have had a promotion/title change and I am supposed to have a meeting this afternoon to talk about my salary. I have prepared a list of accomplishments but have been unsuccessful in researching salaries for similar positions. I've tried salary.com, but they don't have anything similar to what I do. Is there a good place (internet preferable) to look for non-profit/foundation salaries?
Thanks!

Amy Joyce: Not to plug my own company, but... I think Washtech.com has a salary survey online. Also, right here at Jobs, I believe there is some salary info. As well as the Department of Labor Web site. Robbie, any ideas? And how important is it to know what other people are earning in your field? Should you just negotiate according to how much you've earned in the past?

Robbie Kaplan: I think it is enormously helpful to have some idea of what you should be earning. Can you get in touch with an association? People can be extremely helpful and willing to give you information. Put your network into play and give some folks a call and ask for their help. If all else fails, ask during this interview what others with your experience and accomplishments are earning. Sometimes you'll catch them by surprise and they will be candid with you. It is awful to excel in a position and find out later that others with similar jobs are making more than you. Good luck!

Adam's Morgan: Hi Robbie and Amy

I'm sure my situation isn't an uncommon one nowadays. My company, like most companies in techland, will not be giving out bonuses this year. Or if they are going to it's going to be pitiful. I'm up for another raise in the next few months. And I know that I've done an excellent job this year. There are a number of other people in the company that have gotten promotions, but no salary increases. I feel that the same thing will happen to me. I don't know if I can afford this salary indefinitely! I'm struggling so much as it is. What do I do?

Amy Joyce: I'm sorry, and you're right. Not totally uncommon. I wish we had a crystal ball to tell you when it will get better. How about asking for an extra week of paid vacation? Or a flex schedule? Some companies are willing, I believe, to do that in place of a bonus they can't afford. Of course, if you can't afford your lifestyle on the salary you have now... Robbie? Help.

Robbie Kaplan: It is understandable that they may not be able to give you an increase just now. How about requesting and negotiating taking on additional smaller responsibility with the understanding you will be compensated within six months and then confirm it in writing. Sometimes you just have to go beyond the call to prove your worth and take the reward down the road. With so many organizations continuing to downsize this just might strengthen your position. You can always begin exploring other options during the process. Good luck!

Boston: If you are interviewing at a company that you know requires consensus among six people that you interview with to get a job, and one of your interviews does not seem to be going well, what is the best way to deal with that problem?

Robbie Kaplan: Why is the interview not going well? Chemistry between the two of you? Questions you were unable to address well? If it is the chemistry, write them a persuasive letter telling them how interested you are in the position and detailing how your qualifications are a match. If you didn't answer a question well, be candid and tell them in writing that you feel you didn't adequately address the question and provide an answer that will tweak their interest. Good luck.

Washington, D.C.: Hello. I had an interview. Then two co-workers who knew me for over 5 years also interviewed me for the position. However, I was not selected for the job. I feel awkward being around them since they did not pick me. Sound like they did not like my skills or experiences even though they see me everyday. Advice?

Amy Joyce: Keep on keepin' on. Seriously, this is part of the workplace. You interview for jobs, sometimes with people you know, that you don't get. You might want to take this opportunity to actually talk with them about your skills and how to work toward the next step up. Robbie?

Robbie Kaplan: How about telling them you were very interested in the job and ask them what you can do to strengthen your credentials to get the job the next time one opens. Sometimes candidates are so equally qualified you have to find something to tip the balance. You need that slight edge for the next opening! Good luck.

Amy Joyce: Robbie,
I find that many organizations right now can't afford to give a larger salary to job seekers, or a bonus. Is there a way to negotiate for "soft" benefits, like extra paid vacation time, for instance?

Robbie Kaplan: You can negotiate for benefits such as vacation and benefit packages. If you don't need the health coverage you may be able to negotiate a higher retirement contribution. Decide ahead of time what you want to do and then discuss it. You may be surprised how flexible some employers may be.

Arlington, Va.: I'm appalled at the behavior of people while interviewing, no, not the interviewee but the interviewer. In some cases, they're not even there when the interview is happening, leaving it to others or in most cases, never acknowledging it happened by letting you know whether or not you or someone else got the job. My favorite is when you apply for a vacancy and they write back they have no vacancies (ring a bell, Justice Dept?)

Robbie Kaplan: I'm confused - how can someone not be there when they are interviewing you? Do they delegate the interview to another staff member? Are you having difficulty with one employer in particular? Do you currently work for that employer? It just may be this organization is not a good match for you and you need to look elsewhere. Always remember that the interview is a time not just for you to put your best foot forward but for the employer too. If they are behaving poorly through the job search process, what makes you think they would behave better once you work for them? Use what transpires during the interview as an indicator of what the organization is truly like. If you have a bad interview experience, it might just be a good thing to find this out before finalizing employment. Remember, the interview is a time for the employer to evaluate you and for you to evaluate the organization. You need to make very certain that this organization is a match for you! Good luck.

Gaithersburg, Md.: Few years ago, fresh outta college, for my First Interview: I was asked my salary requirements even to set up the interview itself! Anyway, didn't get that job. But few months later was called for another position in the same company. Did some research & asked for higher salary second time around. was refused higher pay; but I did accept that job. Now my problem is this: I know I am at much lower than market rate pay. For future, I do have some idea of how much to settle for, but will the 'old salary' (i.e. current) come up at any point?-- interview, reference?? IF it does come up, how do I deal with that knowing it is very low?

Robbie Kaplan: This is a tough spot to be in. I would approach it just as you have summarized. You accepted a position right out of college because you liked both the organization and position even though you knew you were not being paid a comparable salary. You were inexperienced and willing to learn. You now have experience and accomplishments and know you can make a contribution in this new position. You have done your research and know this is the salary comparable for your experience and the new position. You will be an asset to this organization and be worth the salary. Of course, frame this in language and style that suits your personality. Good luck!

Amy Joyce: Robbie,
So many people these days feel they are so honored to get an interview, they find it hard to negotiate for a good salary or bonus. What do you suggest in this situation? Should this still be a time to negotiate? Won't businesses just look elsewhere if a job candidate asks for too much?

Robbie Kaplan: I would say the trick is not to ask for too much but to ask for what is on target for the position. Again, to do this effectively you must research. Use your online research skills, tap into your network, make calls to organizations. Be inventive - conduct your own salary survey and let employers know you will publish it in your professional association or networking group's newsletter. If ever there was a time to be resourceful, now is the time!

Montvale, N.J.: When I have two competing offers, what is the proper etiquette regarding declining one of them? What are some of the questions that I need to ask my potential employers after receiving an offer?

Robbie Kaplan: This is such an important part of the job search and often neglected. So important, I wrote a whole chapter on it in my new book, "How to Say It in the Job Search." It is crucial to get the offer in writing - not just the salary and start date but the salary range too and when you will be evaluated. It is just important to decline the other job in a positive way so you leave the door slightly open - you never know if this job may not pan out or if you might be interested in this organization in the future!

Oregon: Hi Robbie,

What are the salaries like in the D.C. area? Are they higher or lower than west coast? Over here, we get paid pathetically, at least outside of San Francisco. And everyone is getting laid off. All of my friends are either out of work or back to waiting tables...what do I do? Should I move to the east coast? I'm a web developer and project manager and I haven't been able to find work in 4 months.

Amy Joyce: Oregon does have the highest unemployment rate in the country right now, I believe. It's really tough on that side of the country.

Robbie Kaplan: I really can't give you direction on whether or not to relocate. Have you explored all there is to do within your geographic area? If you continue to come up empty, is there someone you know in an area with lower unemployment that you could visit and scope out job possibilities during your trip? It is difficult to conduct a job search long distance but you certainly can access online opportunities and apply for them with the understanding that you are considering relocation. Is there something you can do presently to make your skills more attractive to employers? Courses you could take, certifications to complete? Any volunteer experiences that would position you better for employment and expand your network? It is tough and demoralizing to be out of work but you must get yourself up every day with a fresh and positive attitude to make some progress in your search each and every day. Good luck!

In the Old Dominion: Hi,

Here is how I handle the salary question. When asked, I try to put it off, saying something like "we are both reasonable people. If I am right and the job is right, we will come to terms". Unfortunately, that does not seem to work very often.

Robbie Kaplan: Hi Old Dominion. When someone asks what your salary requirements are why not ask "What is the salary range for the position?" If they say, "We haven't decided a salary range yet," continue to query "What are comparable employees paid for these types of responsibilities?" Try to get them to commit something before you do.

Va.: Hi - I think I'm about to be offered a job in NYC. I'm worried they are going to low-ball me because of my current DC salary and the fact that they know my company just gave us paycuts and is not doing well. I'm at a loss over when to start negotiating -when they call with the offer? Or do I say "let me think about it" and then call back in a few days to discuss the money issue?? thanks

Robbie Kaplan: If they are interested in you, congratulations. You can always say you are interested too and would like to come back in and discuss a number areas. Now that you know they want you, you can probe a bit more on the actual responsibilities, organization or culture queries, and of course the benefit package. Once again, do your homework. If individuals in comparable positions are earning certain salaries - you should too. Also, be sure you can live in the area. Take all of this into consideration when negotiating your salary and benefits.

Amy Joyce: Okay, folks. That does it for today. Thanks for spending time with us, and thanks to Robbie for her great help.

Amy Joyce:

That wraps up today's show. Thanks to everyone who joined the discussion.

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