"I've taken a close look at the benefits you offer for this position, and they are generous and similar to my current benefits package, which is ideal, as I have little interest in giving that up. I noticed your salary range, depending on education and experience. I am currently earning , and my projected income for the year would be . And I feel my education and experience position me well for this opportunity. I am curious when you next performance review will be, and if filling this position qualifies it for that performance review and a raise. I'd be interested in reaching my projected income sooner rather than later."

Justifying your professional worth comes long before your interviewer opens the dialogue up for discussion. Your interviewer will gain glimpses into your professional worth in how well your resume and cover letter are presented, and how consistent and well delivered your interview performance is. Your professional worth is further established through your interview responses in how well prepared you are (your work ethic), how confident you are (your skill level), and how valued you are (how well you supported your teams).

So once this dialogue is opened, the last thing you want to do is close out negotiations by throwing out a definitive number. Try to determine the pay range for the position in advance. Examine the benefits and perks they advertise that they offer, and take into consideration anything that lowers your cost of living. Contrast that to the salary you are currently earning and the benefits you currently receive. Then forecast your earnings for the next year, and how frequently you receive pay increases. Answer as many of these questions on your own.

Then, when your interviewer poses this question, ask them to fill in the blanks (their payroll budget/pay range for education and experience). Once you are able to assemble this clear picture of your financial future with them, place value on what it would mean for your career goals or quality of life to work with them. Once you have all of this information collected, you should be able to share how what they are offering compares to what you expect to earn over the next year in your current job and where their offerings fall short. Once there, you can suggest a reasonable number that is within their payroll budget to make it worth your while to come on board. But never play hard ball or convey that you only value this job for the money. You want to come across as excited about the prospects of a career at Nordstrom.