During the interview process, salary discussions and negotiations are
usually, if not always, the last thing discussed. This is often after
numerous interviews that may be rigorous in nature. When you think about it,
how the whole thing works really is kind of humorous.
Hotel and restaurant managers spend all day long figuring out, and talking
about, how they can enhance the guest experience so they can make more
income for their owners or shareholders. There is nothing wrong with that,
after all, because hotels and restaurants are businesses, and businesses are
in business to make money, right?
Then why is it taboo to talk about salaries up front in an interview? What's
wrong with discussing early in an interview how much income the candidate
can make for themselves or their family to support the necessities that come
with living or having the funds to support education, retirement, etc.?
Aren't these good and reasonable questions?
Is it really an issue of tradition or etiquette, or is it an issue of an
individual's motivation? Is wanting to earn more money and talking about it
up front considered shallow? Individually, it might be considered that way,
although a business has the same aspirations. So what's the difference?
The difference is that businesses are looking for individuals who are
passionate in what they do, and therefore money is a reward, not the primary
driver. Businesses want people who are motivated to be of service to others.
In the hospitality industry, this is what drives guest satisfaction and, in
the end, what drives profits.
Proper etiquette says that if you want the job, and if you want a better
chance at getting the salary you want then first do a good job of showing
your value to the business and let salary be the last item on the agenda!
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