Why this question matters

Salary questions are asked early to screen out misaligned candidates, to anchor the negotiation, and to understand how informed you are about your market value. Saying a number too low locks you in. Too high can remove you before the interview has started. The goal is to stay in play while gathering enough information to negotiate effectively later.

Many candidates try to avoid the number at all costs, but evasion has costs too. An experienced recruiter who asks three times and cannot get a range from you is not impressed by your negotiation savvy. Give a range with a clear rationale.

How to research your market rate

Check Glassdoor, Levels.fyi (for technology roles), LinkedIn Salary, and Payscale for benchmarks. Talk to people in similar roles at similar companies. Salary transparency laws in US states (Colorado, California, New York) and increasingly across the UK and EU mean many job postings now include the band, which removes much of the guesswork.

Total compensation matters as much as base salary for most roles above entry level. Equity, annual bonus target, pension contributions, and benefits can add 20 to 50 percent to the base figure. Research all components.

How to phrase your answer

If you have done your research, give a specific range anchored at the high end of what you would accept. "Based on my research on roles at this level in this market and my experience, I am targeting the range of X to Y. I am open to discussing the full package." This is honest, prepared, and leaves room for negotiation.

If you are early in the process and genuinely cannot give a confident number yet, it is reasonable to ask: "I would find it helpful to understand the full scope of the role before giving a specific number. Could you share the band for this position?" This works better in a second conversation than a first-round recruiter screen.

Negotiation tactics

The single most effective tactic is having a competing offer. If you have another offer, reference it without necessarily disclosing the exact figure. When a company comes back with an offer, always ask for time to consider it, even if you plan to accept. A 24 to 48 hour window is standard and expected.

If you counter, do it once with a specific number and a reason, not just "I would like more." Counter-offering multiple times on base salary without new information is rarely effective and can create a poor relationship start.

Common mistakes

Accepting the first offer immediately. Most initial offers have room. Recruiters expect candidates to negotiate. The worst that can happen is they say no, which leaves you exactly where you were. Anchoring too low from fear. Candidates who undervalue themselves affect not only their starting salary but future raises, since companies typically give percentage increases from the base. Get your research right and anchor confidently.

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Frequently asked questions

Should I reveal my current salary if asked?
In many places you have the right not to disclose, and laws in several US states and UK organisations now prohibit employers from asking. If asked and you prefer to decline: "I prefer to focus on the market rate for this role rather than my current package." If you do share it and it is below market rate, add context: "My current role is below market, which is part of why I am open to moving."
What if the company budget is lower than my expectations?
Find out whether the gap is in base salary alone or total compensation. A lower base with significant equity or generous benefits may still meet your total target. If the gap is fundamental, ask whether there is flexibility: "Is there room to revisit the base salary as I demonstrate impact in the first six months?" If not, decide whether other factors offset it for you.
Is it appropriate to negotiate a job offer in writing?
Yes. Written negotiation gives both sides time to think and creates a clear record. It can be more effective than phone negotiation for candidates who are not naturally comfortable with real-time negotiation. Keep the email professional, brief, specific about what you are asking for, and express genuine enthusiasm for the role alongside the counter.