The salary tango

Be Straight

Be as upfront and honest as possible, says Melanie Kusin, a managing partner of an international executive recruitment firm. ‘Any sort of duplicity such as upping the figures may be perceived as dishonest, and can come back to haunt you.’ Some companies will check with current employers about salary ranges. Talent advocate Cohen (that means she's a recruiter) says she's seen many a client's job slip away due to dishonest manoeuvring. Don't be intimidated. Just be honest and clear.

Should You Tell All?

We found opinions on both sides of the fence. Kusin suggests if you're asked flat out, tell them. Sylvia Ho, a lawyer specialising in workplace issues, warns against winning a salary tug-of-war at the expense of losing the good will of the interviewer. But many interviewees still balk at speaking first.

'The best advice I ever got was when they ask what you're earning, say “You know what the job is worth. I'll let you know if the figure's too low” ’says Kim Narisetti, a 29-year-old senior editor. Narisetti thinks most employers will try to offer candidates as little as possible, 'But when you show that level of confidence, they don't want to insult you,' she says. 'They have always come back slightly higher than what I was expecting.'

We suggest a little of both approaches and tailoring the response. If you can avoid divulging salary first, then great. If not, don't let your measly current earnings determine your new income. Explain that because of your experience, skills, the added responsibility (in the new job) and your energy and motivation you would be looking for a significant salary increase in any new job. Keep in mind you can always revise your desired salary down (and look like a motivated candidate for considering a pay cut). But once a figure is named, it's almost impossible to inflate it.