How to Handle a Request for Salary History

There are four words that strike fear into the hearts of even the most valiant job seekers: "Please include salary history."

Most job seekers fear that disclosing their previous salary could put them at a disadvantage during salary negotiations.

For example, if your past salary was lower than the position pays, an employer may offer you less than they had planned.

On the other hand, if your past salary was significantly more than a prospective job pays, you could scare off an employer.

Use these tips to keep the upper hand when sharing your salary history.

Timing Is Everything

When choosing your strategy for dealing with a request for salary history, give careful consideration to the timing of the request.

If the request comes at the beginning of your job search, there is usually less flexibility. For example, some job advertisements note that "only applications including salary history will be considered."

Employment applications are even tougher, forcing you to put numbers into a box that measures about an inch wide.

However, if you make it to the interview stage before the issue of salary history comes up, you have the benefit of having a one-on-one conversation rather than a one-way dialogue.

Here are tips for each scenario.

Putting It in Writing

If the job you're applying for requires salary history upfront, there are usually two ways to provide it: A cover letter or an employment application.

Of the two, cover letters are preferred as they allow you to put your salary into context.

Employment applications are designed to be less flexible. If it feels as if they're trying to get you to force your employment history and pay into a tight box, it's intentional.

If you are unsure of exact numbers when filling out an application, let the recruiter know that you've provided approximations and can follow up later with exact numbers. Usually, approximations are fine.

Money Talks

If you make it to the interview before salary history comes up, first thank your lucky stars. This really is the optimal situation for sharing your salary history.

You now have the opportunity to put your salary in context and have the added benefit of the interviewer's body language.

You can use these strategies if you find yourself in a tight spot:

• Shift focus to the salary you're seeking or that the job would command.
• Provide an idea of what you've earned without giving a specific dollar amount. For example, you could say you earned "in the 40s."
• Point out that other benefits (stock options, annual bonuses) boosted your pay package beyond just your base salary. If you adopt this strategy, you may still be asked to provide a number. If so, consider giving a range.

The Bottom Line

When divulging your salary history, put it in context.

Your salary can depend on many factors in addition to skills and experience. Salary can vary according to company size, location, economic conditions, the job market and more.

In an interview or cover letter, mention special circumstances that make your past salary less relevant to your future salary. These can include a change of location or increased responsibilities.

If your last job offered perks or special benefits -- like a company car, flex time or inexpensive healthcare -- you may want to mention those.