How to Answer "What Are Your Salary Expectations?" (Scripts Included)
You are on a friendly screening call and the recruiter asks: "By the way, what are your salary expectations?" Say a number that is too low and you might leave a significant amount of money on the table for years. Say a number that is too high and you worry the process ends there. It is one of the most stressful moments in any job search.
It does not have to be. With some research and a few prepared phrases, you can answer calmly, protect your negotiating position and keep the conversation moving. This guide explains how.
Why employers ask so early
Recruiters are not trying to trick you. They need to know whether your expectations fit the budget before they spend time on interviews. The trouble is that the question often comes before you know enough about the role — its responsibilities, benefits, bonus or equity — to give an informed answer. Your goal is to give a useful answer without locking yourself in too early.
Step 1: Research your market value
Before any application, gather three or four data points:
- Salary ranges in job ads for similar roles. More companies now publish ranges, and they are the most direct signal of what employers budget. You can filter for listings with published pay on jobs with salary information.
- Salary guides for your role and location, such as our salary guides and role pages like software engineer salaries or product manager salaries.
- Conversations with peers and recruiters in your field.
- Your current package, including bonus, pension and benefits — not just base pay.
From this, define three numbers: your walk-away (the minimum you would accept), your target (a realistic good outcome) and your stretch (the top of what the market pays for someone like you).
Step 2: Decide on your range
A common approach is to give a range whose bottom is close to your target, not your walk-away. Employers tend to anchor on the lower number you give, so if your target is 70,000, a range of 70,000–80,000 is usually better than 60,000–70,000. Keep the range reasonably narrow — a spread of 10–15% looks researched; a huge spread looks unsure.
For remote roles, remember that pay can depend on where you live and whether you are hired as an employee or a contractor. Our remote salary transparency guide and the remote salary calculator help you compare fairly.
Scripts for each stage
On an application form
If the field is optional, you can leave it blank. If it is required and accepts text, write "Negotiable based on full package". If it requires a number, enter your researched target — never a random low figure just to get through.
Early recruiter call — deflect politely
"I'd like to learn more about the responsibilities and the overall package before settling on a number. Could you share the budgeted range for this role?"
Many recruiters will share the range. If it fits, say so: "That range works for me, assuming the rest of the package is in line."
When they insist on a number
"Based on my research for similar roles and my experience in X and Y, I'm looking for something in the range of 72,000 to 80,000, depending on the total package."
When your current salary is much lower
"I'm focused on the market rate for this role rather than my current salary, which reflects a different scope. For this position, I'm targeting 72,000 to 80,000."
In some places employers are not allowed to ask about your salary history. Even where they are, you are generally not obliged to share it.
When the offer comes in low
"Thank you — I'm excited about the role. Based on the scope we discussed and the market data I've seen, I was expecting something closer to 78,000. Is there flexibility to get closer to that number?"
For the full negotiation process after an offer, see how to negotiate salary.
Consider the total package
| Component | What to ask |
|---|---|
| Base salary | Is it fixed, or does it vary by location? |
| Bonus | Target percentage and how often it has paid out. |
| Equity | Type, vesting schedule and current valuation basis. |
| Pension / retirement | Employer contribution and matching rules. |
| Health cover | Who is covered and what it costs you. |
| Time off | Days of leave, public holidays, parental leave. |
| Remote extras | Equipment, internet or coworking stipends. |
| Employment type | Employee vs contractor — contractors usually need a higher rate. |
If you are considering contract work, our guide on calculating a sustainable contractor rate explains why a contractor rate must be higher than an equivalent salary.
International and remote roles: currency and location
When the employer is in another country, clarify three things before you give any number. First, the currency: a range in US dollars, euros or your local currency can mean very different things after exchange rates move. Second, the pay model: some companies pay one global rate for a role, others adjust by location, and many use a handful of regional bands. Third, the employment route: are you joining as an employee through a local entity or an employer of record, or as an independent contractor who pays their own taxes and social contributions?
"Before I share a number, could you confirm whether this role is paid in USD or local currency, and whether it's an employee or contractor arrangement? That changes how I think about the range."
This is a normal, professional question, and asking it shows you understand how international hiring works.
Mistakes that cost candidates money
- Giving a number before researching.
- Starting the range at your absolute minimum.
- Apologising or sounding unsure ("I don't know, maybe around…").
- Accepting on the spot without asking for time to review.
- Forgetting that gross pay is not take-home pay — check our explainer on gross vs net pay and hourly rates.
Frequently asked questions
Is it bad to say "negotiable"?
It is fine early on, but if asked again, give a range. Refusing repeatedly can create friction.
Should I give a single number or a range?
A range usually works better at the screening stage; a specific number is better when countering an offer.
Can I change my expectations later?
Yes, if the role turns out to be bigger than advertised. Explain what changed: "Now that I understand the role includes managing two people, I'd expect the upper end of the range."
Next steps
Know your number before your next call. Compare real pay data in our salary guides, prepare the rest of your interview with "why should we hire you?" answers, and look through jobs that publish salaries so you can focus on roles that pay what you are worth.