Note: This file has moved to notablog.

> Two questions.  I know there's loads of howto's on resumes out
> there, but I'm interested in people's opinions here.

     Opinions are free and come with a money-back guarantee :-).

> 1) If the job desc asks for a salary history, do I really have to
> send one?

     I wouldn't.  In fact I strongly recommend refusing to discuss
your salary history with potential employers.  I could spend several
pages explaining why, and addressing the usual replies employers will
try to make to justify their needing to know your salary.  However,
I'm tired and I owe my current employer more of my attention at the
moment :-).

     So let's just leave it at this: in today's market your best
opportunity to get a raise is when you change jobs.  Them asking for
your salary history is a bullshit negotiating tactic.  Do you get to
see their corporate budget before commencing negotiations?  I didn't
think so.  The trick, of course, is to deflect the request politely.
This isn't the way *I'd* like to do it, but then again I don't dictate
the market and accepted practices.

     For example, let's say you're making $25K and you know you're
grossly underpaid, and you decide you need more money, and you know
you're not going to get it from your current employer (let's face it,
if they were enlightened and fair you wouldn't need to shop around).

     The job hunting books usually say something like "they'll have a
range in mind, say $25-30K, so what you want to do is ask for $30-35K."

     Of course how you figure this out is another question.  You have
to do some basic research in your field, check with professional
organizations to determine what typical pay rates are, talk to fellow
professionals at other companies to find out what the market's like,
factor in for local cost-of-living. Let's pretend that you do this and
decide you need, deserve and should get about $30K.  

     Ideally you should actually have a range that the kind of job
you're going for typically gets, and then be able to factor that in
for the particular industry and size of company, etc.  Of course,
there's a balancing act.  You don't want to underbid yourself.  Not
only do you get less money, but this can actually hurt your chances
for the job.  "He's only asking for $28K?  What's wrong with him that
he's willing to take that little?"  On the other hand, you don't want
to sticker shock them either. "He's out of his mind if he thinks he's
getting that much!"  

     However, as a practical matter I find you're a lot less likely to
sticker shock them than you might think.  Figure out what you think is
the reasonable upper limit on what you can ask for.  Then add 10% on
top of that, because let's face it, if you're sharp you probably
underestimate your own worth:

Estimating Your Competence

     Let's say you decide you should get at least $28K and you think
you deserve $30K, and you figure you could reasonably ask for $33K and
let them talk you down to $30K.  Ask for $36K.  If you're *really* not
sure you have a good shot of getting it (you're probably fooling
yourself, but) then phrase it as a range, $33K-$36K.  (see Note On
Ranges, below).

     When they ask for your salary history or your current salary, you
respond with "my salary requirement is $36K/year."

     If they say, "no, I meant your current salary" you smile calmly
and reply with "I'll need $36K/year."  Don't be angry, don't be smug,
don't be annoyed, just be serene.

     The idea is that, instead of being confrontational, you force
them to either become confrontational or to accept that you're not
going to tell them.  Always keep the burden of proof on them.  If they
get in your face and confrontational, that's probably a good sign that
this interview is a waste of your time anyway.  If they're going to be
like that before they've even hired you, what's it going to be like to
work for them?

Note on Ranges: 

     Why is it that with salaries, as with schedule estimates, every
     time you say a range (from low to high) the only thing they
     remember is the low number??  You can turn this around to your
     advantage, if you get the chance; the highest number they
     mentioned is always your salary :-).  However, most of the time
     this will only kick in to your detriment (it's a lot easier to
     use this tactic when negotiating to purchase a car, for example).