In many cases, this is a bigger problem in candidate’s mind than in interviewer’s. You might assume that interviewer is casting aspersions on your managerial skills or business abilities.

Actually, his concern may be very different. He might be worried that you’ll get bored or restless in a corporate job and decide to strike out on your own again. Therefore, it’s best to ask questions to find out what specific concern is. That way, you’ll be addressing right concern.

When replying, focus on how you exercised initiative and demonstrated drive as well as tolerance for risk and ambiguity. Talk about whatever success you had and what you learned from experience. Make it abundantly clear that you have satisfied your entrepreneurial urges and are more than willing to settle into a corporate job.

Objection #4: You seem overqualified for job

There are two possible objections here. One, they might be saying that you may want more money than they’re ready to pay. Second, they might be implying you will get bored and leave for greener pastures soon.

Both these objections may come into play if you’re making a career change.

If money is issue, explain why you don’t mind taking a pay-cut. Talk about how you’re making a career transition and are perfectly willing to accept lower pay. You might even back this up explaining how you have worked out a new personal budget that’ll allow you to be comfortable at lower pay. Also talk about non-monetary factors that give you job satisfaction.

For second objection, best way out is to detail how you have done lots of research on your new career choice before committing to it. If some of tasks in your previous jobs that were similar to what you’ll be doing in your new assignment, explain how you did those tasks without complaints. That should alleviate concerns employer might have about your getting bored in new job.

Anticipate objections and prepare short, to-the-point responses in advance. At job interview, answer objections in a confident, calm manner, taking care to uncover real objection first. Those are keys to dealing with interview curve balls!

7. If employer is not willing to go along with that approach, then quote a range. Say that you’re looking for something in 80s or 90s, but exact figure depends on position, benefits and other factors.

8. Take care of fringe benefits. They can make a very important difference to your overall financial position and quality of life. Look at things like medical insurance, relocation expenses, stock options, paid parking, health club membership, etc.

9. Do your homework before you go in to negotiate a job offer. Know what salaries are typical for your position. Also, do your math correctly. You might find that earning an extra $10,000 might put you into a higher tax bracket resulting in lower take-home pay. Look at additional expenses new job would involve -- relocation, more expensive commute, etc. Do this preparation beforehand; it’s very unlikely that you’ll be able to think through everything while in thick of negotiations.

10. When trying to negotiate a higher salary, state your current salary grossed up for all bonuses, commissions, benefits that you receive. Don’t limit yourself to just your pre-tax salary.

11. Be flexible. Negotiations are about give and take. You might have to concede some points to gain something that’s valuable to you personally. This is another way of saying ‘play fair’.

12. Stick to truth. Exaggerating your qualifications, work experience, current salary, etc, is risky -- it is quite likely that employer will find out and then job offer may be retracted. You may even be fired from your job if they find out after you join them.