For higher salary, try to research before job interview

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Dear Mr. Walberg:I have a question about employment applications and the interview regarding salary expectations. When an application asks for salary requirements, should I list a figure or just print "negotiable?" I don't want to sell myself short, but I do want the interview. And in the interview, how do you handle the salary question without possibly losing money? -- L.S., Los Angeles areaDear L.S.:I prefer the word "open" to "negotiable." It suggests an "open" attitude rather than an anticipated argument.In dealing with salary questions, there are two considerations.First is your attitude. Are you just interested in the money you can make or the opportunity offered by the employer? If you concentrate on the opportunity and your ability to earn what you are worth, don't worry about the initial offer. If you get the opportunity and perform beyond the employer's expectations, you should be compensated in return. Try to communicate that attitude in your interviews.The second consideration is from the employer's perspective. If they want to hire you, they are going to try to get you onboard at the low end of the salary range they have in mind for the job. If you respond with a low figure, you'll get a low offer. Try to play "ping-pong" and keep the "ball" on the interviewer's side of the net. Ask the employer what is budgeted for the position. They may not answer, but the "ball" will be in their court.If you are working through a recruiter or an employment placement agency, things are a little different. Your recruiter wants you to get a high offer because it increases their commission. So be open with your salary history and expectations, and then follow your recruiter's directions to get the best offer. If you really want a heads up for your salary questions, do the research. If you get a copy of Richard Nelson Bolles' "What Color Is Your Parachute," published by Ten Speed Press, you will find invaluable help for all phases of your job search, plus a complete listing of Web sites to help you in your salary.The more information you have before the interview, the stronger your chances for success.(Marvin Walberg is a job search coach. Contact him at mwalberg(at)bellsouth.net, marvinwalberg.blogspot.com, or PO Box 43056, Birmingham, AL 35243.)