2) If I am pressed for an answer in an interview where the request is to reveal my previous salary, I set out the total value of what I expect the compensation package might include.  That is cash value for the time and effort (salary), list benefits in as much detail as possible, how much vacation, and other working conditions such as flex time, or time off in lieu of worked overtime.  I also prefer to re-iterate that the job I am looking towards is not with the same company and thus my previous salary is not very relevant. In reality, there are so many factors to consider, such as work life balance, benefits, holidays, paid overtime, etc,etc, that factor in.   What is more important to me than whether my salary lines up within a margin of my last job, is does the package I am offered match what is fair for the market at the time, which can be completely different.

3) It is important for me to be aware before entering into any interview what the standard salary range is for that job.  I also want determine where my performance percentile would fall within that range. The vast majority of people are not at the top end of the salary range, so unless I know I have been a superstar, which I usually strive towards, then I wouldn’t recommend expecting the absolute maximum salary, unless I know I can justify it. This is almost always confirmed by reference checks, and also, when starting the new job, it will be obvious if I am not in the 99th percentile.  The goal is to be generous with your self evaluation but honest if you are not at the 100% superstar ranking.

4) Even if had been earning a lower salary before, possibly even below the industry standards for that job, which has happened in my past for personal reasons, I expect to be paid within that fair market range when I go to my next career opportunity. You may have one of many reasons for taking a lower salary at your previous job. It does NOT explain your worth to the new employer.  The bottom line is your worth to the market is what the market is currently setting as the range for your talent, your level of professionalism and tenure, in that region.

5) If you do cave and reveal your salary, make sure you firmly communicate that you expect to be paid fairly (within the going industry rate for the posting), and explain what you do understand about the industry at that time. Most employers will respect you for standing your ground for your rightful salary on that matter. Just remember negotiating is not supposed to be a hostile situation.  Remember to be firm in your negotiations but respectful in your way of being with the recruiting managers.

Whatever you to, do not tell a lie in your interview. The employer has means of getting information and they will detect what you really earned, what your performance and skills are really worth, either through asking you to produce a pay stub, or asking if they can confirm it with your previous employer. Remember, you bring a lot of value, and you need to know how to articulate it.  That is what you must communicate effectively to entice an employer wants to hire you at the salary you deserve.