How to Answer "What Are Your Salary Expectations" (Without Losing Money)

This is the question where people leave the most money on the table. Answer too low and you're locked in. Answer too high and you might get screened out. Refuse to answer and you seem evasive.

There's no perfect approach, but there are strategies that protect you.

When They Ask Early (Screening Stage)

If a recruiter asks salary expectations in the first call, they're trying to check if you're in range. You don't have enough information yet to name a number.

Script: "I'd like to learn more about the role and responsibilities before discussing specific numbers. Can you share the budgeted range for this position?"

Many companies are now required to share salary ranges (pay transparency laws in the US, EU). If they share a range, respond: "That's within the range I'd consider. I'd love to continue the conversation and discuss compensation once we've determined mutual fit."

If they insist on a number and won't share their range:

Script: "Based on my research for this type of role in [city/market], I'd expect something in the range of $X to $Y. But I'm flexible depending on the total package — benefits, equity, growth opportunities."

When They Ask Late (After Interviews)

You have more leverage here. They've invested time and likely want to hire you.

Script: "I'm really excited about this role. Based on the scope of the position and my experience, I'd be looking for $X to $Y. What does the compensation structure look like on your end?"

Always give a range, not a single number. Make the bottom of your range your actual target — they'll often anchor to the lower end.

How to Research Your Number

Don't guess. Use data:

Sources: Glassdoor, Levels.fyi (tech), Payscale, LinkedIn Salary Insights, Blind (tech), and job listings with published ranges. Check multiple sources and look for consistency.

Factors to consider: Your years of experience, the city and cost of living, the company stage (startup vs. enterprise), the specific role scope, and the total package (base, bonus, equity, benefits).

Your target number: The market midpoint for your experience level + 10-15%. This gives you room to negotiate without being unreasonable.

5 Scenarios

You're underpaid currently

Don't anchor to your current salary. "I'd rather focus on the market rate for this role than my current compensation. Based on my research, $X to $Y is appropriate for this scope."

They ask "What do you currently make?"

In many places, this question is now illegal. But if asked: "I'd prefer to focus on what this role is worth rather than my current salary. I'm targeting $X to $Y."

The range they offer is too low

"Thanks for sharing. That's below what I was expecting based on market data and my experience level. Is there flexibility in the range, or room for a signing bonus or accelerated review?"

You don't care about money (you just want the job)

You should still negotiate. "I'm very excited about this role. I'm flexible on compensation, but based on the market, I'd expect $X to $Y. What works within your budget?"

Remote role — which location do they pay for?

"Is compensation adjusted for location, or is the range the same regardless of where I'm based?" This matters — a San Francisco salary for a remote role in a low-cost city is a win.

What NOT to Do

Don't name a number first if you can avoid it. Let them share the range. Whoever says a number first typically loses leverage.

Don't give a single number. Give a range. A single number becomes a ceiling.

Don't say "I'll take anything." Even if you would. It signals desperation and guarantees a lowball offer.

Don't lie about your current salary. It's unethical and easily verified.

Don't forget total compensation. Base salary is one piece. Consider bonus, equity, PTO, remote flexibility, learning budgets, health insurance, and retirement contributions.

After the Offer

Getting the offer is step one. Negotiation is step two. Most offers have room. A simple "Is there flexibility on the base?" gets results more often than people expect.

Salary negotiation starts during the interview. Want to know every question they'll ask — and be ready for all of them? Paste your job listing at PasteJob and get a personalized cheat sheet.

Keep Preparing

🎯

Want questions specific to your job listing?

These are generic questions. For questions tailored to your exact role and company — paste your job listing at PasteJob