How to Respond to "Your Expected Salary Increase Is Too High" During Salary Negotiation

I. Topic Description

This statement typically arises when your expected salary represents a significant increase over your current compensation. The interviewer might deem the increase unreasonable for reasons such as exceeding the company's budget, being higher than the industry's typical raise range, misalignment with internal salary structures, or questioning your self-assessment of your worth. You need to explain the rationale behind the requested increase, address their concerns, and still strive for your ideal salary.

II. Problem-Solving Process

Step 1: Stay Calm and Identify the Core Issue

• Purpose: Avoid being derailed by the word "too high" and understand their specific concerns.
• Approach: Do not directly refute. First, acknowledge their perspective and ask for details.
• Example Response: "I understand your consideration. Could you clarify if the concern about the increase being too high is primarily based on industry standards, the company's budget, or other factors?"
• Explanation: By asking questions, you can understand the basis of their judgment (e.g., "The industry norm is a 20% increase, but you're asking for 50%"), allowing for a targeted response later. It also demonstrates your professionalism and collaborative attitude.

Step 2: Break Down the Increase Composition, Emphasizing Value Match

• Purpose: Deconstruct the "increase" into reasonable components, proving it aligns with the value you can create.
• Approach: Explain from perspectives such as market value, skill enhancement, role change, and total compensation.
• Example Response: "The increase I proposed is based on three main points: First, market data shows that the average salary for talent with my skills and experience in similar roles is [specific figure], reflecting current market value. Second, this role change involves broader responsibilities (e.g., from execution to management), and my past achievement in [specific project] proves my capability. Third, my current salary is below market level, so this adjustment is also a reasonable correction to align with my value."
• Explanation: Transform the "increase" into specific justifications, preventing the other party from focusing solely on the percentage. Highlight how your skills, experience, and the role's requirements match, explaining that the salary reflects value, not just a simple comparison with your past earnings.

Step 3: Demonstrate Flexibility Regarding Total Compensation

• Purpose: If the other party persists with the increase issue, shift the discussion to total compensation negotiation to add flexibility.
• Approach: Inquire about the company's compensation structure and explore other forms of remuneration.
• Example Response: "If there's a challenge with the base salary increase, could we discuss the total compensation package? Elements like performance bonuses, stock options, training budgets, or additional vacation days can also enhance the overall value. My goal is to receive total compensation that matches my contribution."
• Explanation: This shows you are reasonable and willing to explore mutually acceptable solutions. Sometimes companies have strict controls on base salary but more flexibility with other benefits. Negotiating the overall package can indirectly meet your increase needs.

Step 4: Reiterate Long-Term Value and Mutual Growth

• Purpose: Shift the focus from the short-term increase to long-term contribution, reinforcing your commitment to joining.
• Approach: Connect your capabilities with the company's goals, explaining that higher investment brings higher returns.
• Example Response: "I believe my [specific skill, e.g., ability to drive technical innovation] can bring [specific value, e.g., a 30% efficiency improvement] to the team. While the increase might seem high in the short term, in the long run, it will help the company save costs and accelerate growth. I hope the salary can reflect this value, and I look forward to growing with the company."
• Explanation: Emphasize that your joining will create greater value for the company, countering the short-term perspective of "too high an increase." Expressing long-term commitment also alleviates concerns about stability.

Step 5: Set a Collaborative Tone and Seek Consensus

• Purpose: Conclude with a constructive attitude to keep the negotiation moving forward.
• Approach: Express flexibility while standing firm on your core value, guiding the other party to propose a solution.
• Example Response: "I value this opportunity greatly and understand the company has its compensation framework. We can work together to explore a solution that reflects my value while fitting within the company's structure. Based on our discussion, what salary range do you think is feasible?"
• Explanation: This prevents the negotiation from reaching a deadlock. By posing the question back, you gain more information (e.g., budget range), laying the groundwork for further discussion. Maintaining respect and openness demonstrates professional negotiation skills.