How to Respond to 'We Are Concerned That Your Expected Salary Exceeds the General Level in Our Company's Industry'

Problem Description
During salary negotiations, an interviewer might raise the concern: "We are worried that your expected salary is higher than the general level in our company's industry." This statement implies that the overall salary standards in the company's industry may be lower than your expectations, attempting to use this as leverage to lower your salary request. You need to understand the logic behind such a challenge and learn how to respond effectively. This involves both defending the reasonableness of your own value and demonstrating flexibility to keep the negotiation moving forward.

Problem-Solving Process

1. Understand the Interviewer's Subtext

   • The interviewer might be testing your understanding of industry salaries, or they might genuinely be constrained by the industry's overall level.
   • The subtext could be: "Our industry has limited profit margins and cannot bear excessively high salary costs" or "Is your expectation detached from industry reality?"
   • Key point: Avoid direct confrontation; instead, resolve the other party's concerns through rational analysis.

2. Response Strategy: A Three-Step Progressive Approach

   • Step 1: Acknowledge the Other Party's Position to Avoid Confrontation
     First, show understanding of their point, for example:
     "I understand that your company's industry indeed has its own salary characteristics. Thank you for bringing this up frankly."
     Purpose: Ease the atmosphere, demonstrate a professional attitude, and pave the way for subsequent explanations.

   • Step 2: Emphasize the Uniqueness of Your Own Value, Downplaying the Comparison to 'Industry Norms'
     Explain that your salary expectation is based on your personal capabilities, experience, or achievements, not simply a reference to industry levels:
     "My salary expectation is actually based on the specific value I can bring to this role. For instance, I achieved a 20% cost reduction in past projects, or I led a team to complete an industry-leading case. These capabilities might exceed common industry standards and can directly help the company enhance its competitiveness."
     Additional Tip: If possible, cite specific data or cases (such as salary analyses for high-performers in industry reports) to demonstrate that compensation for top talent often exceeds industry averages.

   • Step 3: Shift the Focus to 'Common Interests' and Propose Flexible Solutions
     Redirect the issue from "industry level" to "how to achieve a win-win":
     "If the base salary needs to align with the industry framework, can we explore other forms of compensation? For example, performance bonuses, training resources, or remote work flexibility. These can also enhance the overall value of the compensation package."
     Purpose: Show a cooperative attitude while expanding the negotiation dimensions, avoiding deadlock over a single number.

3. Points to Note

   • Avoid saying "But the industry level is too low," as this may seem dismissive of the company's context. Instead, consider saying: "I focus on how my skills can help the company break through common industry bottlenecks."
   • If industry salaries are indeed low, research beforehand whether the company has specific characteristics in its niche (e.g., technological leadership) and align your capabilities with the company's special needs.
   • Final bottom line: If the other party insists that industry levels cannot be adjusted, you need to evaluate whether to accept (considering if the industry's prospects and growth opportunities are worth the compromise).