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    My Learnings from Helping 1000 Software Engineers Negotiate Job Offers

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    As the Founder and CEO of Rora, I’ve helped thousands of tech professionals negotiate job offers over the past five years. A common theme across these conversations is that the negotiation process is shrouded in secrecy – leading job candidates to feel anxious, awkward, and afraid. 

    That’s why I’ve written the below guide – which will share negotiation strategies to help software engineers best position themselves to negotiate one offer or several.

    Why salary and job offer negotiation matters

    When people think about negotiation, it’s common for the focus to be financial. After all, not negotiating can cost you over a million dollars over the course of your career. It’s natural for getting the highest compensation possible to be your top concern. 

    Negotiating just a $5,000 increase at your first job can actually lead to a $1M difference in lifetime earnings when you take into consideration how investments compound, and how your future pay will also be higher because of higher bonuses and raises, etc.

    The chart below shows the difference negotiating a $5,000 increase in your first year can have 45 years down the line, assuming you receive a fixed annual raise each year.

    However, the process of negotiating impacts your career in more ways than just financially. Taking time to go through this process and ask the right questions gives you a chance to learn about the company and negotiate a scope, role, and mentorship that will set you up for successful growth. We’ve seen this countless times throughout our work with software engineering clients.

    What we’ve seen

    One of our clients – a Senior Software Engineer – accepted an offer but, within one year at the company, he was reorganized to different teams (and managers) four times. He quit soon after hitting the one-year mark. 

    In another unfortunate situation, an engineer interviewed for what he believed was a machine learning engineer role, complete with an interview process to match (with complex technical ML questions throughout). Upon starting his new role, he discovered that he’d spend his days doing little more than running SQL queries – it was a bait and switch. 

    What do these stories have in common? They’re prime examples of how negotiation – or the lack thereof – has a massive impact on your career. In these cases, deeper digging as part of the negotiation process would have uncovered aspects of the role that weren’t a fit and allowed the candidate to move on to something better (or ask for more money to make it worth their while). 

    In fact, we’ve seen exactly that situation: clients who initiate the negotiation process sometimes realize that the company or role they’re interviewing for is the wrong fit and continue their search, often finding a better, higher-paying role within a couple of months. 

    3 steps to an effective negotiation 

    Companies have a vested interest in hiring the right person, but they also have a financial interest in adhering to a budget. After helping over a thousand software engineers negotiate higher and better offers, I want to share three negotiation steps for productive experiences.

    Step 1: Build leverage

    Leverage your BATNA

    Your first step is to build leverage. Put simply, this is providing proof of the value you bring to the table and why the company would benefit from giving you what you’re asking for. Common examples of leverage are having competing job offers, having a very niche expertise, or not actively looking for a new job (so in order to take a new role it’d need to be particularly great).  

    What jobseekers frequently fail to do is increase their leverage, or BATNA. 

    What does BATNA mean? 

    It stands for your Best Alternative To a Negotiated Agreement.

    The best BATNA is the confidence in security outside of this one job offer. That could be in the form of self-employment or other employment security. This doesn’t mean you have to go out and start your own business from scratch just for negotiating power! It does mean, however, that your strongest negotiating power comes from having a financial and professional identity outside of a full-time job: 

    a side hustle

    freelance work

    advisor engagements

    mentorship

    volunteer commitments

    part-time work

    For example, one of our clients had been laid off and – a few months later – received an offer for a more senior role than she’d previously had. However, during the negotiation process, she picked up on some red flags along the way. Because she had ongoing freelance work on the side (even though it wasn’t paying what a full-time role would), she was comfortable enough to turn down the offer and keep looking. Seven weeks later, she received a higher offer from a better company she was much more excited to join. 

    It’s also imperative to build self-confidence: your thoughts create leverage and, over time, self-worth. Holding your standards high creates financial value. If you believe in your skills and talents and that you deserve what you’re requesting, you’ll be set up for more success.

    Related: Try Hired’s salary calculator

    Be open to possibilities 

    That said, you do need to keep your options open. It may seem exhausting to remain constantly on the lookout for your next job, but knowing you’re not tied to any one option will give you stronger leverage. Spend some time researching companies you’d like to work for and people you’d like to work with. 

    Keep track of the companies and people to stay in touch with – a simple spreadsheet should suffice – and check in with them annually. It may feel awkward or “disloyal” to your current company, but remember that your career comes first and you’re under no obligation not to explore. 

    Also, make sure not to decrease your leverage. Don’t schedule your first interviews at your top-choice companies; start with companies you’re less excited about to get some practice. At the same time, avoid glorifying companies: no company or role is perfect, and it’s always worth having options. 

    Consider the companies you’re interested in and then explore their competitors, too. Give a chance to companies that you’re less enthused about; it’s great to have a backup plan and it’s worth building your confidence by talking with companies that are interested in you.

    Finally, don’t let lifestyle creep cut into your leverage. You hold leverage by not needing to accept a wrong-fit job, so be sure you’re spending and saving wisely. While it may be tempting to spend more as you make more, be realistic and practical. When your savings and financial runway allow you to be choosy about jobs and only accept the best, you’ll be glad you did.

    Leverage the company’s BATNA

    Next, you’ll need to think past your own BATNA and dig into that of the company. This will help you better suss out how much leverage you have to negotiate. In general, jobseekers don’t do enough due diligence to understand the BATNA of the companies they’re considering and it does them a disservice when it comes to negotiating. 

    How do you do this? Ask your recruiter or potential future teammates these questions throughout the process:

    Why is this role open? 

    Did someone leave? If so, why?

    How long have they been trying to fill it? Is it urgent?

    Is the hiring manager currently back-filling this role?

    Are there any other candidates at the offer stage? How do they compare to you? 

    What are the company’s highest priorities and needs, both immediately and in the long term, that you are most equipped to help with? 

    What do they need that you don’t bring to the table? 

    You have greater leverage when the company believes their BATNA to be weak and you know yours to be strong. Their BATNA may seem weak if the role has been open a long time, is urgently needed, and you bring the necessary experience and skills to achieve their goals – and their other candidates don’t measure up. The more you know about their situation, the more leverage you have. 

    Step 2: Create and invest in building social capital

    Most engineers underestimate the impact of power and influence in negotiating a job offer. They want their skills to stand for themselves. Plus, companies design their hiring and compensation practices specifically to prevent influence – as it inherently leads to biased decisions – but power and influence play a role regardless. This shows up in a few ways.

    The individual you typically negotiate with (likely a recruiter or HR professional) is intentionally separate from the person you’ll actually work for (your manager). While this may help reduce bias (companies don’t want a manager with a strong bias toward a candidate to push for that candidate to be paid outside of what the company deems fair), it also disempowers the candidate by forcing the negotiation to be distributive rather than integrative. 

    It’s true that managers don’t usually have much control over the compensation offered, but the common refrain of “your compensation is up to HR” is a misconception. That said, the argument for higher pay can’t come from the recruiter themself; to have an effect, it needs to come from the hiring manager or leadership team. 

    A manager who is especially excited about a candidate can influence a lot more than HR or Recruiting. This includes the leveling of the role, where in the pay band (or outside of the band) an offer falls, whether the role is designated as critical, if a signing bonus is offered, deadlines, and more.  

    The significance of deadlines

    On the topic of deadlines, it’s important to be aware that the hiring manager defines offer deadlines. If a manager wants to extend your deadline for needing to make a decision, the recruiter will wait. 

    One of the most common ways recruiters create pressure and out-negotiate candidates is by setting false deadlines. In reality, timelines for interviews, offers, and start dates are much more negotiable than most candidates realize. 

    Not long ago, an engineer we worked with received word from a third-party recruiter that she needed to respond to a job offer right away – and that because she hadn’t responded yet, it showed a lack of interest in the company. 

    Rather than get caught up in the pressure, the candidate reached out to the hiring manager, who happened to be both on vacation and completely unaware of the alleged deadline. The hiring manager encouraged the candidate to take another week or two to think everything over, allowing her to close out another interview process and make the most informed decision about which opportunity was best. 

    If a company isn’t willing to be flexible and give you the time you need to think things over – what’s it going to be like to work there? This is an area where self-confidence and leverage come strongly into play: if you know your worth and what you’re willing to accept, you can push back and get what you need. 

    Step 3: Make a strategic ask

    Think beyond the money

    The biggest wins often come from non-monetary asks. Don’t focus on just your annual compensation, but on your compensation five years from now – or even further out. 

    Think like Louie Bacaj. A former engineering leader at Jet.com, Louie has published his earnings over time. At first glance, it looks like a consistently steady increase, but if you look closer you can see some strategic decisions that kept his pay stagnant – or even slightly reduced – in the short term, but ultimately led him to a huge opportunity with a high payoff. 

    For example, when he joined Jet.com in 2015 he actually took a step down in pay – and made a lateral move in terms of title. However, he had learned that the new role would give him management experience and he was really excited about joining a startup on the ground floor. Within two years, he’d surpassed his previous earnings and had more than doubled them within four years. 

    As counter-intuitive as it may be for me, as someone who owns a negotiation company to say: sometimes, the non-monetary aspects of a role – and where it will take your career – are worth a temporary step down in pay. 

    Level up

    Another non-monetary area to consider in your negotiations is level. This may require additional interviews but often pays off! 

    Recently, an engineering leader was offered a Senior Engineering Manager position at a Series B startup but asked to be considered for a Director-level position. After four more interviews, she received a Director offer. Not only did she end up with a $50K/year pay increase, but she also got the satisfaction of knowing she was joining at the right level. 

    Avoid a bad fit

    We’ve also had clients identify bad or wrong-fit jobs through the negotiation process, saving them from the stress of finding out once they’ve already started. One client negotiated with a CEO who was increasingly uncommunicative, so the client rejected the offer – and found out soon after that the person he’d report to would be leaving the company. 

    Collect career capital

    Career capital – the skills, connections, and experiences that set you up for future success – should also be an area of focus. Just like Louie Bacaj, you may find that while a role isn’t a massive increase in compensation, it brings connections or credentials that will help you grow (and maximize your earning potential) in the future. 

    Freedom in flexibility

    Of course, you shouldn’t forget flexibility. The ability to work remotely (or even part-time)  can have an impressive impact on your mental health and family life – or give you time to focus on that side hustle and keep increasing your BATNA! 

    It all comes back down to leverage; this applies to how you should (or shouldn’t) evaluate a career option. Two important variables to assess here are:

    The role scope/opportunity for you to make an impact 

    The company’s opportunity for growth and impact 

    The best career choices are those that offer the chance to make the highest impact or provide the opportunity to be paid to learn. Over time, this leads to financial gain.

    Take smart risks

    In our experience helping thousands of people negotiate, the data shows less than a 1% chance of losing your offer from negotiating. To further reduce that More

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      Invest in Your Success: The Ultimate Salary Negotiation Workshop (VIDEO)

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      Attendees of this webinar left with the need-to-know points from Hired and Pathrise’s Ultimate Guide to Salary Negotiation and their very own salary negotiation script to help them face their next negotiation with courage. Now, we bring you this discussion and interactive strategy session on demand! Keep reading for the first point the experts want you to take away from the guide.

      You’ll hear from:

      Read the beginning of the conversation here and scroll down to access the full webinar. 

      Let’s review the first key takeaway from the guide. 

      Meagan

      Research is really the most important thing for a salary negotiation. In my opinion, research should be done before you even start the interview process. You may have a number in mind based on your previous salary and that’s really a great jumping-off point. But doing your research can actually help you validate if that number is reasonable and help you achieve it as well. 

      Companies entering the process with a salary range in mind will consider a number of factors that determine where you fall within that range. 

      One of these factors is industry. If you’re doing your research on what average salaries are, don’t just look for the average salaries for anyone serving in your role across the board. Make sure you’re doing research on the type of company you’re interviewing with and the industry they’re in – not just what the average salaries are at that company. 

      Also, include their competitors. See what the average salaries are for a similar role at those companies to see how they stack up. There really can be different averages just depending on if you’re looking at fintech, health tech, all of those things. 

      Seniority is another one. Check out what the average salaries are, not just for the role that you are in because roles are different at different companies. You may be leveled at Software Engineer II at your current company but that could be considered a Senior Software Engineer at another company. 

      Related: Code Your Career: Staying Competitive in the Developer Job Market (VIDEO)

      Make sure that you’re doing this research to determine if you put your best foot forward and make yourself stand out in the interview process, where do you think you could be leveled? That can actually change a lot based on not just your previous performance and work history, but how you perform during the interview. Make sure you’re feeling confident going into all those conversations. 

      The last thing I’ll call out is location. The graph references some average salaries in different cities. No matter where the company is located, the salary is actually based on your home location. This is particularly important with so many of us being remote right now. 

      When you’re analyzing the average salaries for a company, keep in mind they may have employees in cities with very different cost of living than your own. Ask that question maybe during the conversation: where’s most of the team located? 

      If you’re looking for more information on calculating cost of living since it can be a little tricky, you can actually read and reference our 2022 State of Tech Salaries report and use one of the online tools suggested in the Salary Negotiation Guide to calculate and compare cost of living.

      Related: Hired’s Salary Calculator

      Alex

      Cost of living is important to consider for your personal finances, but it’s not going to be an effective argument for your negotiations. Companies factor in location when determining pay bands, but they don’t actually look at the cost of living. They look at the cost of labor. 

      Cost of labor refers to how much it takes to hire and retain employees with the qualifications to do a job in a certain industry in place. The formula itself is not important, but you do need to understand that since they are looking at the cost of labor, doing research on the market rate for your role, level, and location is what’s actually important. 

      When you go into the negotiation, be ready to point to a source on the market rate. Don’t worry about showing how much it would cost for you to live in a particular area because the fact is, honestly, employers don’t actually care about that.

      Other key topics from the conversation include: 

      More key takeaways from The Ultimate Guide to Salary Negotiation 

      How to create a salary negotiation script  More

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      The Ultimate Guide to Salary Negotiation

      by

      What You’ll Learn

      Which factors contribute to your salary

      What not to say during a salary negotiation

      How to negotiate beyond base salary

      About this Guide

      Whether you’re looking for a new job or simply hoping for a raise within your current company, salary negotiation is a skill that can not only help you secure higher pay, but positively impact how your work is valued as your progress through your career. To ensure that you’re not only prepared but ready to land the salary you deserve, make sure to arm yourself with the right information.  More

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      Want to Ace Your Technical Interview? A Guide to Prepare Software Engineers

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      Whether you’re early in your career or a seasoned full stack, back-end, or front-end engineer, technical interviews may be stressful if you feel unprepared. While the most important piece of these interviews is, of course, your technical skills, we have some strategies to help you put your best foot forward. 

      After all, going in with confidence and preparation is the best way to ease those nerves and let your skills shine through. So, what is it you’re getting yourself into? 

      Technical interviews put a (fun?) spin on the typical job search process. In many ways, they let you, as an engineer, do what you do best! Take them as your opportunity to “walk the walk” instead of just “talk the talk.” 

      We’ve collaborated with our partner Educative to bring you tips to level up your technical interview game.

      What this Technical Interview Guide for Full Stack, Front-end, and Back-end Engineers Covers

      1. How to prepare for technical interviews

      Technical interviews take many forms and are known by various names. We break them down. We also give you a multi-week plan to give you plenty of time to work through examples and study up using suggested resources.  

      2. What employers look for in technical interviews 

      We review some of the major concepts and skills interviewers assess specifically for front-end developers, back-end developers, and full stack developers.

      3. Common technical interview mistakes to avoid 

      After spending time reviewing what you should do, we warn you on what to avoid. Find the top three technical interview no-nos in this chapter. 

      4. Helpful resources 

      By this time, you’re well on your way to nailing your next technical interview. Use our compilation of links to more resources to continue studying with a narrower focus.

      5. After the interview

      In this section, we coach you through this post-interview phase, including how to use it to your advantage and other best practices. 

      Ready to download your comprehensive Technical Interview Guide? Here you go! More

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      FAQs from Jobseekers: Approaching the Technical Interview with Confidence (VIDEO)

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      Technical interviewing takes skill and is actually a skill in itself. In this AMA-style discussion (now on-demand!), experts helped jobseekers problem-solve their way to nailing their next technical interview. Keep reading for candid and actionable advice from the experts.

      You’ll hear from:

      Sophia Koehl, Partnerships, Hired

      Omkar Deshpande, Head of Technical Curriculum, Interview Kickstart

      Nate Becker, Candidate Experience, Hired

      Read the beginning of the conversation here and scroll down to access the full webinar. 

      What are the fundamentals of a technical interview? 

      Nate

      I think it’s important to note this is a multi step process. It’s not a one and done situation. I would read and reread the job description, do some research on the company, and review the fundamentals of your own technical specializations. For the more personal side, practice talking about your professional background. I recommend Interview Kickstart’s Technical Interview Checklist. 

      Consider the stages of the interview ahead of time. First, you have a phone screen, a sort of a “tell me about yourself and why are you applying.” Then, there’s usually a take-home assessment, which is preliminary and usually done through a test coding platform or a shared doc. From there, you’d have an on-site or in-person evaluation where your programming skills are assessed in real time by an interviewer. 

      If you are on the Hired platform, you could take advantage of assessments to showcase your skills to employers. A lot of the companies on our platform prioritize candidates who have taken these Hired assessments. Keep in mind that this doesn’t replace a coding interview and is more of a preliminary screen. 

      Omkar

      In an ideal coding interview, you are given a problem, or an unseen question. The interviewer wants to see whether you can design an algorithm or a recipe that correctly solves the given question by relying on fundamental computer science principles and problem solving strategies. Your solution also needs to run fast, take the least possible time, and use very little space.

      Once you have designed a correct and efficient algorithm, you have to implement it in the programming language of your choice with a high probability that the code would run correctly the first time you execute it. They’re testing your problem solving ability and your coding fluency. Both of these depend on knowledge of computer science fundamentals. That’s how I look at the structure of a coding interview. 

      Why is it worthwhile to spend more time on interview prep instead of jumping straight into applying and interviewing?

      Nate

      It would be to your advantage to consider the state of the market. Look at the time we’re in right now. This is a great time to take advantage of the downtime and prep. Take the time now to land an interview you really want. It may benefit your career in the long run to invest time and energy up front. When I say timeliness, I’m talking about the recent layoffs folks have been experiencing and the impact of that. Really consider if you have free time and do the prep work. We have a great eBook on layoffs and how to bounce back better than ever.

      Omkar

      The reality is that competition is high. People share frequently asked questions online on platforms like Leetcode. Everyone knows what questions are likely to be asked and they’re not easy to solve. Prep is necessary, otherwise you’re going to stumble on the spot. 

      There’s a misconception that interview prep is a waste of time because you basically have to memorize the solutions to those frequently asked problems. If you prep the right way, it’s an opportunity to relearn the fundamentals of computer science. Preparing properly increases your chances of getting multiple offers and thereby a significantly higher salary.

      When you start a new job, you have that confidence in yourself because you cracked the interview based on your understanding of computer science principles. You become a better engineer as a result of preparing in the right way.

      Other key topics from the conversation include: 

      Which programming language to use for a technical interview 

      How to create a study plan

      Technical interviews at FAANG companies vs smaller companies

      How to present your tech experience 

      And more!  More

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      Interview to Get Hired: What Top Employers Want in 2023 (VIDEO)

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      What are top employers looking for from jobseekers? Watch this on-demand webinar to hear experts from Top Employers Winning Tech Talent discuss key findings and data from Hired’s What Top Tech Employers Do Differently: New Hiring Data to Win in 2023 report. They share top tips for impressing employers and guide you in the job search. 

      You’ll hear from:

      Career Expert, TopResume, Amanda Augustine

      VP of Product, Hired, Hector Angulo

      Talent Acquisition Manager, Funding Circle, Dominic Heeraman

      SVP of Data, Analytics, and Machine Learning, Bark, Olly Downs

      Career Lead, Pathrise, Kass Moore

      Read an excerpt of the conversation here and scroll down to access the full webinar. 

      How can tech jobseekers build a more responsive resume? 

      Dominic

      I particularly like targeted and specific applications. Make it specific to the role, job title of the role, the company. Make sure if you read the job spec you’re trying to add some of those things into your CV or resume. It should be well-written and well-formatted. I’m really big on presentation so really clear and concise is good. 

      I also like details so for example, if you spent a length of time in a role I want to see what you’ve done and your achievements. If you work in an environment where you can add facts and figures, that’s a good thing too. Quantify any of your successes. Having those details in makes it a lot easier to understand. 

      Two to three pages in length is fine. I’ve had some people write half a page CV and others give me a 64 page CV. Nobody has time for that. I want to see 2 to 3 pages. That’s the sweet spot.

      I’ve always hired software engineers for the permanent side of things so I want to see a good length of time at a particular company – not a jumpy CV where it’s six months here or one year here. I want to see progress in people’s careers. Maybe they start as a junior engineer, then get to mid or senior engineering manager, or a senior IC. 

      I don’t mind if it’s sentences or bullet points as long as it’s clear and I can understand what you’ve done in your role. 

      I also like to see what you’ve done as an individual, not what your team has done. It’s great that you’ve achieved this in the project but what did you do? What is your contribution?

      Then, obviously the tech stack. I want to make sure you use the relevant technologies in each of your roles. 

      Related: Interested in a Tech Role? Here’s Your Resume Guide 

      What are best practices around creating a Hired profile? 

      Hector

      First, craft a headline that doesn’t just repeat your job title, but highlights something unique about a skill that you have or a passion. You want that to be the first impression and the lens they review the rest of your resume or experience.

      Instead of saying something like “Technical Lead at X,” you can say, “Technical Lead designing scalable software for tens of millions of users” or “Expert in recommendation and personalization systems.” 

      If you are early in your career and don’t have an area in which you are a deep expert, show another part of your personality or abilities. Even something like you’re a “Three-time Hackathon champion” elicits thoughts of competitiveness and creativity. That adds a touch of context to the rest of your resume or profile. 

      This next one is really unique to Hired. It is about making sure you stand out to the right fit companies by making clear what the wrong fits are. We focus the Hired profile a lot around being upfront about your preferences: deal breakers, nice-to-haves, and must-haves. 

      This is to ensure you stand out to companies that are a ‘good fit,’ while avoiding ‘bad fit’ companies from reaching out in the first place and wasting anyone’s time. 

      We have a ton of categories but these are the three most used: remote/hybrid preferences, company size, and company industry.

      Related: 6 Common FAQs from Jobseekers: Answers to Help You Prepare for & Dive Into the Job Search 

      Watch the full collaborative panel discussion to learn:  More

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      Need Help with Job Interviewing Skills? | Coaching Session (VIDEO)

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      What do companies look for when interviewing potential employees? Hear what they prioritize first-hand in this on-demand panel discussion featuring:

      Senior Manager, Recruiting, Brightspot, Avery Davila

      Technical Sourcer, Hired, Gabe Morabe

      Candidate Experience Manager, Hired, Alice Tan* 

      Candidate Experience Manager, Hired, Maria Coffey*

      What are recruiters really listening for?

      Avery Davila

      I think it’s really important in the interview process to be engaged. It comes across as you’re genuinely interested in the company, you’re genuinely interested in the role, and you’re excited to be there. Look engaged, have good posture, pay attention, and maintain good eye contact. This is a little difficult with the virtual world nowadays but you get the gist!

      Gabe Morabe

      Ask genuine questions and follow up. Perhaps I say something in the introduction of the interview and you mention it during the middle of the interview. Say it’s how interesting this product is or you have experience doing this in the past. It shows me that you’re 1) actively listening and 2) relating it back to your previous experiences.

      Avery Davila

      I suggest also having a notepad handy and jotting down a few notes, perhaps key things that stick out from the conversation. For example, if there’s any discussion around role expectations and you have notes to reflect back on. I think it also shows you’re interested and comprehending the information. I did that during my interview with Brightspot actually and I even used it to reflect back on before my first day so there’s a double positive. 

      Gabe Morabe

      You can take those notes and apply it to all your other interviews as well. It’s not just for one company. All these companies are probably going to be looking for the same thing especially if you’re applying for a specific role.

      In regard to concise stories of previous work experiences, I’m definitely looking for how you take your preview experiences, look at the job description, and apply it to how your experience fits in with this role specifically. This can be alignment with certain projects, an initiative you’ve led, a certain amount of sales within a certain market.

      Avery Davila

      I recommend, as you’re preparing for interviews and trying to be concise, outlining your experience and making sure that you hit all the key points. If there are metrics, challenges, successes, or specific projects you want to highlight, make a quick outline. Jot down about two sentences to help you concisely articulate so you’re not going back and forth in a story or you leave the interview realizing you wanted to mention this. That’s a good tip for preparation to help you be concise and clear when you’re explaining your background.

      Definitely ask questions too. It shows you’re genuinely interested in the company. Have questions prepared even if they’re simple ones and even if they’ve been answered earlier in the interview process. You can ask the same questions to different interviewers because you can get that different perspective based on the role and the unique experiences they’ve had, how long their tenure has been, etc.

      Watch now to discover: 

      How to appear confident (with examples of how candidates excel without knowing what to expect)

      What recruiters see as red flags and how to avoid them 

      Resources for interview tips and more!

      *Since this event, Alice and Maria have taken their CX insights to new roles as Pre-Sales Enablement Specialist and Customer Success Manager with Hired respectively.

      Curious how Hired helps jobseekers find great roles in tech and sales? Learn how our platform helps you create meaningful connections with top employers.

      Haven’t joined yet? Complete your free profile with Hired and let employers come to you. 

      Watch the original presentation below.

      [embedded content] More

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      When Asked Salary Expectations, What Should You Say to Recruiters?

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      Here’s a common scenario for jobseekers: You’re in an interview and the recruiter asks, “What are your salary expectations for this role?” You might respond, “Well that depends. What’s the range you have for this role?” At this point, it becomes a sort of standoff. 

      So, how do experts recommend you approach this situation?

      These panelists joined the 2022 State of Tech Salaries Webinar, How to Build Leverage in a Volatile Job Market, to share insights into salary trends, salary negotiation, and more:

      Founder & CEO of Ladies Get Paid, Claire WassermanCareer Expert, CPCC, & CPRW at TopResume, Amanda AugustineDirector of Global Talent Acquisition at Glassdoor, Amy Farrar 

      Keep reading for their advice on responding to recruiters about salary expectations and scroll down to access the full webinar. 

      Claire Wasserman

      It depends on where you are in the process. If you have not been given the offer, your goal is to just get to the next interview and then the next and then to get the offer. So you don’t want to do anything that disqualifies you. 

      I would cite the research. You can say, “Listen, this is the range I found. I talked to real people.” If you only say one source, they might say, “Well, that’s not relevant.” Hold them accountable by saying you have discussed this with recruiters. 

      “This is what I’ve seen. I consider myself a top performer. I would love to discuss top dollar but tell me more. Also, I’m open to negotiation. I love saying a high number. I’ll also caveat that this is a discussion and I’m aware of that.”

      Cite the research and don’t hold yourself to one number because it might take you out of the running. That being said, when you get the offer, you are absolutely saying the top dollar again based on research. 

      Amanda Augustine

      I agree that you want to start by saying, “Based on my research and what I know about the role today, here’s the range I’m seeing online based on X, Y, and Z resources. However, I’d love to learn more about the role and how I could provide value before negotiating any specific numbers.” I think it’s opening the door and ensuring that conversation. 

      There’s always the advice to try and push it off too. You can say, “I’ve done some research but I’d love to learn more about the role before we talk numbers and let’s make sure I’m the right fit for this role and this is the right opportunity for me” and you can try and push it off.

      I find that recruiters and employers often say, “No, I need a number now. I don’t want to waste your time or mine. If your number is way out of our range, give us a number.” You’re kind of pushed to give something. It’s always best to have an educated number based on real research. 

      Amy Farrar

      If transparency and compensation are not part of a company’s philosophy, it’s really difficult to get past the initial stage. The recruiter wants to know if you are in the correct range but it’s almost as if they’re not prepared to give you that. Then, it’s on them to make sure you’re the right person to move forward. 

      If they come back to you saying it depends, ask a question: “What’s a comparable, rough idea of what people are currently making in this organization who are doing the same role?”

      You can get an idea of what people are being paid in the organization before you take your precious time going through an interview process. It might result in realizing the compensation was way off. I would not shy away from the conversation early on. 

      We’re seeing transparency become a key part of compensation across other organizations. Certain states are specifying companies advertise compensation in job descriptions, which I think is fantastic. The pressure is on employers to give an answer and to make sure it’s right for you to move forward — not the other way around. 

      Answer with confidence 

      Simply put, do your research and don’t be afraid to present a number first when asked about salary expectations. If you know what you’re worth and that number works for you, you can confidently say it out loud! 

      To see how companies value your tech experience, use Hired’s salary calculator featuring real-time data. 

      Sharing salary preferences puts the power in your hands 

      Jobseekers using the Hired platform have the benefit of seeing the salary offer from companies upfront. In other words, no confusion and no awkward conversations. Companies apply to you, prepared to offer the salary you desire.    More

    • 163 Shares169 Views

      in Talent Acquisition

      7 Interview Questions You Never Have to Answer (& How You Should Respond)

      by

      When you’re interviewing for a job — and particularly one you really want — it can be tempting to tell your interviewer everything they want to hear. But some seemingly innocent questions can actually be inappropriate (and often illegal). 

      First things first: An interview is about your qualifications for the job

      Understanding whether a candidate fits a certain position and the company culture is a primary task of employers throughout an interview. Along with aptitude assessments, screening, and testing, questions are a key evaluation tool for HR teams and hiring managers. Yet, there are some fine legal lines between what’s acceptable and what’s not when it comes to job interviews. The general rule of thumb is anything you’re asked should relate to your qualifications for the job in question.

      At a high level, regulations around interview questions and employment decisions are designed to protect potential employees from discrimination unrelated to their ability to do the job. Some jobs have mandatory qualifications, referred to as Bona Fide Occupational Qualifications (BFOQs). These may initially seem out of line but are valid in the context of a certain employer or role. 

      Asking someone’s age, for example, is generally off-limits. However, it may be permissible to ask airline pilots as broader safety regulations exist around this. BFOQs are related to hiring based on age, sex, race, national origin, or religion. Most tech roles, however, shouldn’t come with any BFOQs so a feeling of discomfort is more than likely signals an inappropriate ask.

      What’s actually off-limits?

      Companies are not allowed to make hiring decisions based on any of the following (excluding in the case of BFOQs): 

      AgeMarital and family statusDisabilitiesRace or colorGenderReligionBirthplace, nationality, or ancestrySalary history (in some places—check your state and city regulations)

      While many seemingly innocent questions appear to be the interviewer’s attempt to get to know you (and may well be!), answering questions about your family status, religion, etc. may unfairly bias your interviewer and distract them from the real topic at hand: whether you’re the best candidate for this role.

      Be prepared to answer questions related to education, work experience, motivation, personal qualities, and future career plans. Be wary of questions violating personal boundaries. Employers are actually not entitled to ask such questions, and you do not need to answer them. As a jobseeker, this right is protected by the law.

      Whether you’re being asked maliciously or not, here’s your guide to handling inappropriate questions if they come up in an interview.

      1. Are you married?

      It’s unlikely you will come across such a direct question. In fact, all questions related to a candidate’s marital status are technically illegal. However, some employers might overstep boundaries and ask about plans for marriage or work after the birth of children. This could be in an attempt to tease out answers about a candidate’s commitment to the company in the future. 

      According to research, only 12% of respondents said they were asked in an interview about their future plans for marriage. As many as 28% reported the interviewer asked about their marital status. 

      How to respond

      In order to shift the conversation back to a work-related topic, you can respond with:

      “I’m not quite ready yet for this discussion, but I’m very interested in career development in your company. Could you tell me more about this?” 

      This will demonstrate your motivation and commitment to career growth, while simultaneously setting boundaries.

      2. Do you have children? If not, do you plan on it? 

      Often, employers ask probing questions about family in a misled attempt to understand the candidate as a potential employee. Women, for example, receive questions about having children amid a common stereotype about employees with small children taking more time off and sick leave. 

      Studies show 25% of interviewers asked women if they had children. Since, in the modern world, a man can also go on maternity leave, such questions are invalid, inappropriate, and even meaningless. 

      To some candidates, this question is unacceptable and discourages them from working with a team where personal boundaries are violated.

      How to respond

      One of the possible answers:

      “Yes, I do. However, I’d prefer to keep this conversation focused on my professional skills”, or “I know it can be challenging to find the right work-life balance. However, I can assure you I do not allow my personal life to interfere with my professional duties.”

      3. What was your salary in your last job?

      A potential employer can discuss with the candidate financial issues relating exclusively to salary expectations for the position the company is interviewing. 

      The employer does not have the right to share information about wages at the previous place of work. Currently, it’s illegal for some or all employers to ask you about your payment history in several cities and states. It’s called a salary ban.

      What is a salary ban?

      Salary history bans are policies preventing employers from asking about a candidate’s previous salary. The bans aim to reduce pay discrimination in hiring decisions and are a step toward promoting equal pay. 

      Jobseekers may rephrase the question regarding salary expectations into a current salary negotiation. Candidates can also share a figure of their expectations if they think it will work in their favor. 

      How to respond

      For instance: 

      “I’m not comfortable discussing my salary history, but I do know my target salary for this position is X amount” or “My previous employer was very strict about privacy and security. Thus, I’m not entitled to disclose information about the salaries they offer.”

      4. How would you handle managing a team of all men/women?

      Unfortunately, gender discrimination is still far too common in the labor market. It’s especially visible through wage inequality. While there are myths and stereotypes related to “male” and “female” professions, and the ability to perform certain jobs, interview questions related to these matters remain taboo. 

      During interviews, employers may ask candidates to prove their ability to perform tasks they believe are appropriate for members of the opposite sex. In this case, candidates should focus all attention on their achievements and results.

      How to respond

      In this case, we advise dropping the gender aspect and focusing on your managerial skills in an answer. For example: 

      “I’m very comfortable in a management role. In fact, in my last position, I managed these responsibilities well for over a year.”

      5. What country are you originally from?

      Many employers may have trouble hiring employees who are legally prohibited from working in the country. This has led companies to take tougher measures in finding out more about the origin of future employees. 

      But the only legal way to find out is to ask directly: “Are you legally allowed to work in this country?” Phrasing the question as “Where were you born?” or “Where are you from?” and making citizenship inquiries are illegal. 

      According to a CareerBuilder and Harris Poll survey of more than 2,100 hiring and Human Resources managers, about 20% unwittingly asked candidates illegal questions in an interview. 

      How to respond

      Candidates can gracefully evade this by saying: “I have lived in different places, but by law, I have the right to work in this country.”

      6. What religion do you practice?

      The employer does not have the right to demand an answer about which church you go to or whether you go at all. 

      If you do decide to answer this question, pay attention to how important it is to the interviewer. Ardent adherence to a certain idea may indicate an unhealthy atmosphere in the company.

      How to respond

      You can note you have your religion, but also respect that of others. To eliminate the abusive effect of this question, you can say: “I’m certain I’ll be able to work the schedule you need for this position, so no worries.”

      7. Do you have any physical impairments or disabilities?

      Some companies require future employees to submit medical certificates about their health status. It can be a measure of concern for potential employees. 

      But employers cannot be interested in your well-being and chronic health problems in the interview out of idle interest — to estimate how often you will take sick leave, for example. This information is confidential and only applies to you and your doctor.

      Candidates can disclose their disabilities in advance if they feel comfortable doing so. If you are curious about disclosing a disability in the job search, read this guide. 

      How to respond

      For instance: 

      “I believe I have all the necessary skills and abilities to fulfill the responsibilities related to the role.”

      Moving Forward

      At the end of the day, innocent-enough intentions are behind most interview questions. However, illegal or inappropriate questions may be a red flag in regard to the company’s HR professionalism and culture as a whole. Directly answering them can violate your personal boundaries and/or lead to discrimination. Don’t feel obligated to answer questions that detract from what matters: your qualifications, interest in, and ability to do the job.  More