How to Respond to the Statement 'We Are Concerned That Your Salary Expectation Is Above the Industry Average'

Problem Description:
When an interviewer suggests your salary expectation is above the industry average, it could be a tactic to negotiate down your salary or a genuine concern that your expectations are misaligned with the market. You need to both defend your value and demonstrate flexibility, avoiding giving the impression that you are out of touch with the market or overly rigid.

Solution Process:

1. Stay Calm and Clarify Their Intent

   • Do not directly contradict them or appear defensive. Respond with a collaborative attitude first:
     "Thank you for bringing this up. I understand the company needs to ensure compensation aligns with market standards. Could you share which industry report or data range you're referring to? This would help me better contextualize my own expectations."
   • Purpose:
     • Avoid subjective arguments and steer the conversation towards objective data.
     • Gauge whether they have specific data or are speaking in generalities, creating room for your response.

2. Highlight Your Unique Value Proposition

   • If they provide specific data, you can compare and explain how your capabilities exceed the ordinary industry level:
     "My reference point is the salary range for [specific skill/experience level] found in [mention an authoritative salary report, e.g., from a headhunting firm or industry whitepaper]. My expectation is based on [give examples: having completed certain types of projects, possessing scarce technical skills, or delivering above-target returns], which may exceed the requirements of a standard role."
   • If they do not provide specific data, you can proactively add:
     "Based on my understanding, the industry average typically applies to [conventional role responsibilities]. However, my background includes [emphasize 1-2 key strengths, such as client networks, technical patents, or management experience] that can help the team achieve [specific goals]. This kind of value usually corresponds to a higher percentile in the market."

3. Emphasize the Alignment Between Salary and Value

   • Shift the focus from "industry average" to "role contribution":
     "I understand the company needs to balance its internal structure, but my salary expectation is actually tied to the [specific value I can create, e.g., percentage of efficiency improvement, cost savings amount, etc.]. If the role responsibilities include [mention high-value tasks discussed in the interview], my salary expectation is linked to that level of contribution."
   • Note:
     • Avoid re-arguing about the "industry average"; instead, discuss the "specifics of the role."
     • Use the duties or goals already confirmed during the interview as evidence (e.g., "Earlier in our discussion, you mentioned this role needs to solve the XX challenge, and my past experience directly addresses that...").

4. Demonstrate Flexibility and Leave Room for Negotiation

   • If they insist the salary is too high, explore other forms of compensation or performance-based structures:
     "If the base salary indeed needs to align with internal benchmarks, would it be possible to bridge the gap through [performance bonuses, a signing bonus, stock options, or an accelerated promotion review]? This could respect the company's framework while also recognizing the additional value."
   • Key Points:
     • Show you value the opportunity but want the total compensation package to match your value.
     • Reframe the question from "whether to offer a high salary" to "how to structure the compensation package."

5. Conclusion: Reiterate Interest and Guide Next Steps

   • Finally, reaffirm your enthusiasm for the role to prevent the negotiation from seeming adversarial:
     "I'm genuinely excited about the opportunities this platform offers, and I believe my contributions can exceed the basic requirements of the role. I hope we can work together to find a balanced solution where the compensation reflects both market standards and my unique value."
   • Function:
     • Reduces confrontational tone, positioning the interviewer as a partner in problem-solving.
     • Paves the way for goodwill in subsequent negotiations (e.g., a follow-up with HR).

Summary of Key Points:

• Core Logic: Do not deny industry data, but emphasize that your personal value exceeds the ordinary level.
• Avoid passively accepting the vague concept of "industry average." Externalize the basis for discussion through questions or specific examples.
• Consistently link the desired salary to the specific company pain points you can solve, rather than merely comparing market numbers."