This topic has the potential to end an interview prematurely. If it becomes apparent that there is a mismatch in expectations and in what is possible, then everyone may be wasting their time. Before going to the interview you should have a reasonable idea as to what the remuneration package will be. Once again this is when your research of the company will prove useful.
On a more positive note, if this topic is broached at the end of the interview, then this is a relatively good sign. This indicates that you are a contender for the role. If the have already decided to exclude you from the list of possibilities, why would they be asking you this question? Avoid at all costs the temptation to become embroiled in a salary negotiation during the interview. Treat it still as an exchange of information. Talking about money at the interview very rarely results in a positive outcome. Only take up this poisoned chalice if they have said, "the job is yours". Otherwise go through the entire interview process endeavouring to continually make a positive impression, whilst at the same time making up your mind about the company.
- How much do you expect to be paid?
Never state a flat amount unless you know what the job pays. Try a neutral statement: "I would expect to be paid what other people with my skills and experience in this job are paid".
- How much are you looking for?
You could answer with a question of your own such as, "What is the salary range for similar jobs in your company?" If the interviewer doesn't answer after a few seconds or seem likely to answer, then give the range of what you understand you are worth in the marketplace.
- How much do you expect, should we offer this position to you?
Be careful with this one too. You don't want a price yourself out of the market but at the same time you don't want to go in too cheap. Knowing the market value of the job may be the key to the best answer, for example "My understanding is that a job like the one you're describing should be in the range of..."
- What kind of salary are you worth?
This question is somewhat more aggressively phrased. You don't want to start getting involved in a salary negotiation during an interview. Do not state a starting number, as that will almost always get a negative response. A tactful and more neutral response would be, "I'm looking for the right opportunity and I am confident that if you find me to be the best candidate for this position, you will extend me your best and fairest offer."
- What did you earn in your last job?
You have to be very careful when answering this question because once an interviewer knows your current salary they will try to base your remuneration based on this figure. This may be satisfactory if you only wanted a modest rise in salary and your current salary is in line with their salary range. But what if your current salary is substantially lower than the going rate for the job and you're worth or overdue a substantial salary increase?
If your chief motivation for getting the new job is the money, then you don't want to end up short-changing yourself. If you do not believe that you are worth a set amount of money, then there is no way anyone else is going to believe you. The best thing to do in response to this question is to almost not answer it. The prudent and tactful thing to say would be some along the lines of, " I respectfully don't believe that what I earned in the past has relevance to what this role is worth." Say nothing after that - hopefully you've killed that nasty question stone dead.
It may be difficult to answer using the above sentence, but it is absolutely essential that you do not undermine yourself. You will only ever regret mentioning your salary if you were to work at this prospective employer. Any reasonable person will respect this answer. Those who do not were probably looking to blatantly exploit you and you would not have had much of a career there anyway. A reasonable employer would be willing to pay a fair rate to the best candidate that they could find. What that candidate might have earned previously would be irrelevant to them in the bigger scheme of things.
- Are you considering any other positions/offers at the moment?
If you are then don't be afraid to say so, but just don't give too many details away as this will weaken your negotiating position later. If you do not have any other job offers at the moment just say that you have "a few irons in the fire".
Related questions to consider are:
- What company benefits are most important to you?
- How do you feel about an income made up totally of commissions?
- When comparing one company offer to another, what factors will be important to you besides starting salary?
- How important is starting salary to you when considering our company's job offer?