How to Answer “What Are Your Salary Expectations?”
Answer too low and you anchor yourself down; too high and you screen out. How to handle the salary question at every stage.
"What are your salary expectations?" is one of the trickiest questions in a job search. Answer too low and you anchor yourself down; too high and you might screen out before you've shown your value. Here's how to handle it.
The principle
Whoever names a hard number first often loses leverage. Your goal early on is to stay flexible while making sure you're in the same ballpark — without boxing yourself in.
If asked early (application or phone screen)
- Deflect gently if you can: "I'd like to learn more about the role and responsibilities before talking numbers. Do you have a budgeted range for the position?" Many will share it.
- If pressed, give a researched range, not a single number: "Based on the market for this role, I'd expect somewhere in the [X to Y] range, depending on the full package." Make your target the lower-middle of your range so the whole range is acceptable.
Do the research first
Know the market rate for the role, level, and location before any conversation. A range grounded in data is defensible; a random guess isn't. Factor in your experience and the cost of living where the job is.
If they give a range first
Great — that's the ideal. If it works for you, say the top of their range aligns with your expectations. If it's low, you now know before investing more time.
Framing rules
- Always give a range, and keep your minimum acceptable number as the bottom.
- Tie it to value, not need. Never anchor on your current salary if it's below market.
- Stay collaborative. This is the start of negotiation, not the end.
The bottom line
The salary question isn't a trap if you've researched your worth and lead with a flexible, data-backed range. The real negotiation happens at the offer stage — this is just making sure you're both in the same universe.
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