In today’s competitive job market, discussing money remains one of the most anxiety-inducing aspects of the job search process. A recent survey from Robert Half found that more than 60% of professionals aren’t comfortable when asked about their salary expectations, yet mastering this conversation could be the difference between settling for the first offer and securing what you’re truly worth.

According to career consultant Terry Schmidt, the No. 1 rule of salary discussions is simple: “Never walk into an interview unprepared.”

Schmidt says industry experts recommend researching typical compensation ranges for your target position before you get your offer. Schmidt recommends getting a general idea of salary realities before you interview for a job. “You can always go into a deeper dive later,” says Schmidt. “But you probably shouldn’t enter an interview if the potential salary is well below your expectation.”

Conventional wisdom once dictated avoiding salary discussions until receiving an offer. Today’s hiring landscape tells a different story. Many applications now require candidates to provide salary expectations upfront, while some jurisdictions have made it illegal for employers to ask about salary history, according to the National Conference of State Legislatures. This shifting landscape requires job seekers to develop nimble strategies. “I think it’s also a generational thing,” says Schmidt. “Younger workers are surprisingly more bold than some of their older peers when it comes to fighting for larger salaries.”

Still, Schmidt recommends deflecting premature salary questions when possible, focusing instead on learning more about the role’s responsibilities.

When your potential salary comes up, remember that the base salary represents just one component of total compensation. Health insurance, retirement contributions, paid time off and flexible work arrangements contribute significantly to job satisfaction and financial well-being. Aaron Highwell, 33, lives in Chicago. He says he just accepted a job that will pay him almost the same salary as his previous employer. The difference, Highwell says, is that the new job offers stock options and extensive performance bonuses that could put his income “in some pretty nice territory.”

Research from Harvard Business Review indicates that candidates who frame themselves as collaborative problem-solvers rather than adversaries achieve better outcomes. “You need to come to any interview with as much information as possible,” says Schmidt. “That means market data that proves you clearly understand a minimum acceptable offer and then be prepared to articulate why you’re worth more.”

The most powerful negotiation tool remains the willingness to decline offers that undervalue your contribution. While turning down a job requires courage, a survey by Randstad US shows that professionals who respectfully decline inadequate offers often receive improved terms or find better opportunities that truly recognize their worth.

Tribune News Service