Should you reveal your salary expectations on job applications?

(MoneyWatch) Dear Evil HR Lady,

An online application is obligatory at a certain company, even though the candidate has developed inside contacts in the team (not HR) he wishes to work for. There is a field for "minimum salary." This is not one of the required fields with a "*" next to it and the application can well be completed without filling it in. There are several potential strategies I have read up on for dealing with such a form:

1. Leave it blank (it is not possible to type a word, i.e. "negotiable");

2. Enter the number that is the lowest number you are willing to accept;

3. Enter the number that is at the higher range of what you realistically think they might pay;

4. Enter a number that is in between those described in points #3 and #4.

Now, #1 would obviously be the most desirable, as the first rule in negotiation (of salary or anything else) is that the upper edge belongs to the party with the most information. However, although it is not a required question for the application, HR might be using it as a "weeder" question and not want to consider any applicant who has left it blank. (I consider that a bad strategy, since it turns off a lot of attractive and savvy candidates, but it's a fairly common one, unfortunately.)

The problem with #2 is that you risk low-balling yourself. During negotiations, "Ah! But you said that you would accept a salary of _____" could come up, and that would rather tend to pigeon you during negotiations. The principal problem with #3 and #4 is that such strategies are fundamentally dishonest. After all, the application DID say "minimum salary," and isn't it unwise not to tell the truth to a prospective future employer?

Besides, when we are talking about a range of acceptable salaries, #3 and #4 both carry the risk of either low-balling you (if the company's budget is at the higher end of your imagined range or even higher) or getting you eliminated (if the company's budget is at the lower end of your imagined range).

What are your thoughts? I know there could be several reasons why that slot is on the application. How is a candidate to work with it without either eliminating himself from consideration or low-balling himself?

It's clear that you've put a lot of thought into this. Perhaps a little too much thought, but that is certainly normal when it comes to job applications.

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Everything you've said is, sadly, true. There are risks no matter what you do and, to some extent, it's all a silly game. In a perfect world, the company should say, "We're looking to hire a Dragon Trainer, with a salary between $50,000 and $72,500, depending on experience and qualifications. If you're interested, please submit your application."

But, there's this fear that everyone believes that they are worth $72,500 and absolutely will not accept the job for a penny lower, since they know it's been budgeted to that level. Additionally, if someone comes along that is super fabulous and can both train the dragons and build the dragon cages, they may be willing to go up to $85,742, and they fear that somebody with both of these skills would not apply if they saw the lower salary.

And, since employers feel that they have all the power, they can ask what they want.

Now, in your specific situation, I would do one of two things. 1. Ask your contacts in the team what salary figure they think you should put down, or 2. Leave it blank. If you have a good relationship with the contacts (for instance, you are not just a friend of a friend of a cousin of the person), they'll probably be honest with you and say, "Oh, most dragon trainers around here get $65k, but you're super experienced, so I'd ask for $70k." If you don't feel comfortable asking, that's your hint that you don't know the person well enough.

Leaving it blank is normally not recommended because recruiters often use that as criteria when they are running a search through their resume system. After all, it is a waste of everyone's time if you'll only accept $120,000 and they are totally maxed out $50,000 lower. But, since you have already networked your way into consideration, filling in the application may be just a little check box that has to be checked off. And, as you said, it's not a required field.

If you were applying off the street and didn't have any inside knowledge or connections (and you couldn't figure out a way to make them), it totally depends on how much you want (or need!) this job. If you're unemployed, I'd go lower and plan on negotiating up. If you're currently employed and would only take the job if it gave you a significant increase over what you are making now, I'd go higher. If you hate your job and desperately need a new one, I'd go lower.

So, there's not a clear answer, because (as I said) it's a ridiculous game. But, at least they aren't asking you what your salary at your previous jobs were. That, I think, is none of anyone but your spouse's business. Your accountant needs to know as well, but he shouldn't care. Companies should be offering salaries based on what you can do for them, not based on what you could do for other companies.

Have a workplace dilemma? Send your questions to [e-mail].

[rwsayrejr]

I found in this economy it is very common for a job description to have executive level responsibilities but salary expectations that pay half of that. Multiple studies have shown that A+ talent is multiple times more productive than a B or C player yet they continue to act like robots and not think about that which is penney wise and pound foolish. HR depts are willing to toss aside an A+ player who's market value is high for a person that better fits their "checklist." Yes, many jobs are filled on an arbitrary checklist! Which by nature looks for reasons not to proceed with a candidate. At the end of the day pending the size of the business the difference in salary for the much better employee/investment is a financial rounding error.

[SamStern1970]

I agree with what you said - it is a ridiculous game, and employers should evaluate salaries based on candidates' experiences and abilities. I always dreaded the 'salary expectations' question, and I know many job seekers feel the same - no matter how prepared you think you may be, it is a tricky question that can take you out of the race. I stumbled upon a website that aims to solve this problem: www.whitsy.com. They allow employers to 'bid' on job seekers, based on their profiles, and negotiate the salary range before the interview. No one is obligated until after the interview - only if both sides are interested the bid becomes the offer. I think it eliminated the 'game' we are playing now and allows for a negotiation to reach an acceptable number before anyone wastes any time. Check it out.

[CB37]

I'm going through this now. I have decided to just be honest when they ask me. When they ask how much I make I tell them--down to the exact dollar. When they ask how much I am looking for I give them a 5K range. I'm not looking to double my salary, I'm looking to basically move up 5K to 10K (which is not an unreasonable jump in my salary range/field of expertise). I've been able to save myself and the recruiters time when my salary requirements are beyond their salary approvals. I have hired for 15 years. I know 99% of the time those approvals are set in stone. I also know that I would not be happy (at this time) "taking a pay cut". It takes a tremendous amount of energy and determination to move into a new job at a different company, so I am only doing it if it's a step upward. If my situation changes and I'm laid off or looking because I can't stand my job (right now I'm just responding to headhunters, and I'd be perfectly happy staying at my current job) I might take a more "open" approach. Best of luck to all my fellow job seekers. Stay positive. If an opportunity doesn't work out--it just wasn't meant to be...a better offer is right around the corner.

[ts27]

I don't necessarily agree that you shouldn't mention your old salary. When I was interviewing for my current job, I knew that I was getting paid much more than my old job title might suggest (or my resume would suggest for that matter). And probably more than might be expected for the job I was applying for.

I told the HR person flat out "I make this much now, but I don't like the prospects at my current job. Match that as a base salary and you got a deal. If not I'll just stay at my current job."

I'm pretty sure if I had not told them my old salary, I would have been offered lower because my new company has a lot of other benefits (stock options and profit sharing) that my old company did not.

[DaKraTec]

#4 is a recursion error, it refers to itself as a range for calculation. Shouldn't it have been rather something between #2 and #3?

[sthomas375]

As a HR Manager, I typically try to include the "starting salary" in the ad. I'll say something along the lines of "Salary range starts at $55K but depends on experience." That way there are no assumptions and no maximum amount the applicant is expecting.
Having been on the other side of the fence in the past while looking for jobs, I know how frustrating it can be to apply and interview for a job that sounds ideal, only to find out you can't afford to live on the starting salary!

[anvil78]

This is a great issue to discuss as it could either work for or against you. Typically I would research the position to see what the range is, and of course asking those you know in that position is also favorable.

However, if you are unemployed like me, I generally put a "0" since most times a number is required and putting "negotiable" won't be accepted.

Ideally, it would be best for all involved if the salary/wage is listed in the job description, because people will know what the job pays and will either apply or not apply for the job based on that additional knowledge. Supplying the pay rate also could make the hiring process for HR a bit easier as those who do apply are well aware of the nature of the job, the amount, and are still willing to do it if hired.

[saucymugwump]

I was recently asked by a recruiter (who sounded too young to shave, but that is another story) for my minimum salary. I responded by saying that it was negotiable because having a good job is my #1 priority. He responded with a more forceful request. I replied that I'd rather not answer because it would limit any subsequent salary discussions. He then made it clear that either I supply a number or the process would end. Clearly it was on his checklist. I then asked for the salary range for the position so I could ensure that my number was acceptable. He got all pissy and ended the telephone call.