The “what are your salary expectations?” question is a frequent, high-stakes moment in the job application process. A misstep could price you out of an opportunity or leave you underpaid. Developing a strategic answer is about confidently navigating this professional interaction and getting paid what you are worth. This guide provides a framework for responding effectively.
Why Employers Ask This Question
Understanding the employer’s motivation can demystify the question. This inquiry serves as a practical screening mechanism, as companies operate within defined budgets for each position. The question helps a hiring manager quickly determine if your financial requirements align with what they can offer. This prevents both parties from investing time in a process with mismatched finances.
Beyond the budget, your answer gives the employer insight into your professional self-assessment. It indicates how you value your skills and experience in the job market. A well-researched response signals that you are a serious candidate who understands the industry. An answer that is out of sync with the market rate might suggest a lack of preparation or a misunderstanding of the position’s scope.
Do Your Salary Research
Before formulating an answer, ground your expectations in solid data. A thorough research process is the foundation of a confident salary negotiation. The goal is to identify a competitive and realistic salary range based on objective market factors. This data-driven approach allows you to justify your requested compensation with evidence.
Start with online platforms like Payscale, Glassdoor, and the U.S. Bureau of Labor Statistics. These sites provide salary benchmarks based on aggregated data. To get an accurate picture, refine your search with filters like geographic location, years of experience, company size, and industry.
To supplement online data, engage with human sources with direct market knowledge. Recruiters who specialize in your field have real-time insight into what companies are currently offering for similar roles. Networking with professionals in comparable positions can also provide useful data points. Asking a trusted contact about salary bands in their company can help you validate the numbers you found online.
Develop Your Strategy
With your research complete, translate that data into a personal negotiation strategy. This involves creating a plan tailored to your needs. Your strategy should be built around three distinct salary figures to use as private guideposts during the negotiation.
The first figure is your ideal salary, the top of your researched range that would make you excited about the role. The second is the narrower salary range you will communicate to the employer, with the bottom being a number you would comfortably accept. The final figure is your “walk-away” point—the absolute minimum salary you will accept.
Communicating a range rather than a single number offers flexibility. It signals you are open to discussion while anchoring the negotiation favorably. The bottom of your stated range should still be an acceptable figure, as some employers may gravitate toward the lower end. This approach shows you are prepared for a professional conversation about compensation.
How to Phrase Your Answer
How you articulate your salary expectations is as important as the numbers. The context and timing of the question dictate the best response. Your phrasing should always be polite, confident, and strategic.
In a written application
Many online applications have a mandatory field for desired salary. If possible, entering “Negotiable” or “0” may bypass the requirement and postpone the conversation. If a number is required, provide a well-researched range. This prevents an automated system from screening you out while leaving room for future discussion.
Early in the interview process
When asked about salary early on, such as in a first phone screen, it is advantageous to deflect the question politely. At this stage, you have limited information about the job’s full scope, and naming a number too early can weaken your negotiating position. A good response shifts the focus back to the role itself. You might say, “I’m very interested in learning more about the position and its responsibilities. I’m confident that if it’s a good fit, we can agree on a salary that is fair and competitive.”
When you are pressed for a number
If an interviewer insists on a figure, confidently present the range you developed. Your answer should be direct and justified by your research and qualifications. For example, state, “Based on my research for similar roles in this location and my experience, I am seeking a salary in the range of $75,000 to $85,000.” This phrasing demonstrates your preparation and links your expectations to the value you bring.
Handling Post-Answer Scenarios
The conversation doesn’t end after you state your expectations. Your answer sets the stage for the final offer and any negotiations. Being prepared for different outcomes allows you to advocate for your value professionally.
If an offer comes in below the range you provided, it is not a dead end. You can open a negotiation by respectfully referencing your earlier conversation and reiterating your value. For example, you might say, “Thank you for the offer. Based on our previous discussion, I was targeting a range of X to Y. I’m confident we can find a number that works for both of us.”
Should the offer fall within your stated range but on the lower end, you still have room to negotiate. You can leverage the top end of your range as a goalpost, tying your request to the value you will bring. This reinforces your professional standing and keeps the conversation collaborative and focused on mutual benefit.