What do you do if you're faced with a power imbalance during a job interview?

Prepare for the negotiation by establishing your worth. This starts with an honest self-reflection about your strengths, weaknesses and the value you bring to a company. Then, you need to know the industry standards for similar positions and, ideally, find out what the employer currently pays (can afford to pay). You have to reflect on the employer's needs, abilities and limitations. From there, you can establish the minimum salary you will accept and your ideal outcome. You must consider why you are asking for a particular sum and construct a clear argument based on the value you think you can bring to a position. Finally, you need to know if you are willing to negotiate other forms of compensation and what these would be.

Of course, you should do your research to find out what a realistic salary expectation is. Excessively high expectations can quickly lead to frustration in a job interview. However, it is also important to remember that you have a buffer for negotiations, which means that you can reduce your stated expectations a little. Therefore, set your expectations approx. 5 to 10 percent higher in order to have enough leeway. In addition to the salary amount, you should also be informed about the demand. Are there a lot of vacancies in your sector and what is the current economic situation? Is there possibly even a shortage of well-qualified applicants? These points will of course also influence the salary negotiations!

Like in any other negotiation, when negotiating your salary, you must build rapport with the other party and establish trust in your capabilities first. I firmly believe that rapport is built from the very moment you enter a room. It starts with the handshake, the small talk before the meeting, and the ability to connect immediately with the other person. Before entering salary negotiations, you need to understand the other side's perspective. This can be achieved through empathy and the ability to truly listen to the other party's needs. From there, you can identify points of agreement and disagreement and frame your argument based on a common starting point.

Think about suitable questions in advance. You may be nervous and excited during the interview and it will help if you think of a few questions before the interview. However, make sure that you don't ask a checklist, but try to adapt the questions to what you have already said. So pick up on something that your interviewer has already mentioned with your questions. Ask for further details on this or ask follow-up questions. Show that you have listened attentively and have looked into the culture of the company. Avoid questions to which there can only be a yes or no answer. Otherwise you will not learn enough from the employer. The more the employer tells you about themselves and the position, the more advantageous it is for you.

You can only truly hear the other party's needs if you are open-minded about the outcome of the negotiation. Letting the other party speak, asking open-ended questions, mirroring, and sometimes also silence will help the other side express itself. Based on what you learn, you can adjust your arguments and ask and find a solution that brings value to both.

Pay isn't the only form of compensation. There are many more benefits that you can work out that will benefit you and still save you money for however long your career in this business is for. Show them how helping you helps them.

In my experience, beyond establishing rapport with your interviewer and preparing with the job requirements using the STAR methodology (Situation, Task, Action, Result) based on situations you've encountered during your career, it's crucial to be authentic. Don't try to sell yourself as something you're not, as this comes across transparently in your interview. What's worse is that this difference will be noticed during your work after hiring. Interviewers or headhunters can discern this.

Negotiation is not just about reaching agreements it is also an opportunity for personal growth. If you're not feeling entirely confident in your negotiation skills, why not try applying for a few new jobs? It's a great way to practice negotiating salaries, positions, and titles in an environment where you have nothing to lose. Plus, you'll learn a lot about yourself in the process, and who knows, you might end up with a fantastic new job.