Page 182 - John Kador - 301 Best Questions to Ask on Your Interview, Second Edition-McGraw-Hill (2010)

BID-FOR-ACTION QUESTIONS

you don’t have the upper hand and you really need the job,” she says.
In her blog, Trunk shows how to defl ect the interviewer’s increas-
ingly direct questions:

What salary range are you looking for?
“Let’s talk about the job requirements and expectations first, so I

can get a sense of what you need.” That’s a soft answer to a soft
way to ask the question.
What did you make at your last job?

“This position is not exactly the same as my last job. So let’s dis-
cuss what my responsibilities would be here and then determine a
fair salary for this job.” It’s hard to argue with words like fair and
responsibilities—you’re earning respect with this one.

What are you expecting to make in terms of salary?

“I am interested in finding a job that is a good fit for me. I’m sure
whatever salary you’re paying is consistent with the rest of the
market.” In other words, I respect myself and I want to think I
can respect this company.
I need to know what salary you want in order to make you an
offer. Can you tell me a range?

“I’d appreciate it if you could make me an offer based on whatever
you have budgeted for this position and we can go from there.”
This is a pretty direct response, so using words like appreciate
focuses on drawing out the interviewer’s better qualities instead of
his or her tougher side.
Why don’t you want to give your salary requirements?

“I think you have a good idea of what this position is worth to
your company, and that’s important information for me to know.”
Enough dancing—this is one last attempt to force you to give the
number first. Hold your line here and you win.

Trunk continues: “You can see the pattern, right? If you think you
sound obnoxious or obstinate by not answering the question, think

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