The salary expectation question is one of the highest-stakes moments in any interview process. Answer too low and you leave money on the table. Answer too high before you know the budget and you risk screening yourself out. Answer "I'd rather not say" and you can come across as evasive. There are good approaches to each version of this question and this guide covers them.

Why companies ask this early

Recruiters ask about salary expectations early because they don't want to run a four-round process and then discover the candidate wants twice the budget. It's a practical filter. This means the company usually has a budget in mind. If you can find that range before being asked, you're in a much better position.

Do your research first

Before any interview, research the market rate for the role. Sources: Glassdoor, Levels.fyi (for tech), LinkedIn Salary, job postings with salary ranges (now required in many US states and the UK), and conversations with people in similar roles. Know your market rate, not just your current salary. If you're being underpaid, your current salary is not the right baseline.

How to answer at different stages

Early in the process (recruiter screen)

At this stage you often have the least leverage and the least information. The best approach is to flip the question: ask about the range first. Most recruiters will give you a number at this stage because they don't want to waste their time either.

The order of play that works in your favour
  • Ask about the range: "Could you share the budget for this role? That'll help me give you a useful answer."
  • If they give a range: confirm whether you're in it, don't reveal whether you'd take the bottom of the range
  • If they won't share: give a range based on market data, pitched at the top third of what you'd accept

Later in the process (hiring manager or offer stage)

At offer stage you have more leverage. You've passed the interviews and they want you. Now you can be more direct about what you're looking for.

Word-for-word scripts

When asked the salary question cold at recruiter screen

Script

"Before I give you a number, could you share what the budget range looks like for this role? I want to make sure we're in the same ballpark before we get further into the process."

If they push back: "Based on my research and the scope of the role as I understand it, I'm looking at [range]. That said, I'm open to discussing the full package including bonus and equity."

When you want to give a range without anchoring too low

Script

"Based on my background and the market for this type of role, I'm targeting [X to Y]. I'm also looking at the full package including equity and benefits, so I'm open to discussing the overall compensation structure."

Salary questions can catch you off guard
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Frequently asked questions

Should I give a specific number or a range?
A range is usually better early in the process because it leaves room for negotiation and signals flexibility. Make sure the bottom of your range is genuinely acceptable to you, because companies will often anchor to the lower number. At the offer stage, being more specific is appropriate: "I'm looking for X" is cleaner than a wide range.
What if my current salary is lower than the market rate?
Don't base your expectation on your current salary. Base it on your market value. You can say: "My current compensation is at the lower end of market for this type of role, so I'm looking to correct that. Based on my research, the market rate for someone with my background is [range]."
Can I negotiate after receiving an offer?
Yes, and you should. Most initial offers have room. Counter with a specific number backed by your market research. Be polite but clear: "Thank you for the offer. Based on my research and the scope of the role, I was hoping for [X]. Is there flexibility there?" See the salary negotiation guide for the full approach.
What if they ask about my current salary?
In many places this is now restricted by law (parts of the US, UK Equal Pay Act context). Even where it's legal, you're not obligated to disclose it. You can say: "I'd prefer to focus on what the right number is for this role and my contribution to it, rather than what I'm currently earning." Most recruiters will accept this.