“What are your salary expectations?” can make even confident candidates freeze. Say a number too high and you worry you will be screened out. Say too low and you might be underpaid for years, since future raises often build on your starting pay.
The answer is not a magic phrase. It is preparation: knowing a realistic range for the role, deciding what you need and having a calm script ready.
Why employers ask
- To check whether your expectations fit their budget before investing more time.
- To see whether you understand the market for this role.
- In some cases, to anchor the negotiation.
The question is normal and not a trap. Avoiding it entirely can create friction, so plan to give a researched range.
Step 1: Research the market range
Before any interview, find the typical pay for the role in your location and level. Useful sources include:
- The salary range in the posting itself; many places now require ranges in job ads.
- Government data such as the U.S. Bureau of Labor Statistics’ Occupational Outlook Handbook, or your country’s official labor statistics.
- Salary data sites and job boards that show ranges by title and city.
- Your school’s career center, which may publish starting salaries by program.
- People working in the field, asked politely during networking conversations.
Look at entry-level figures, not averages for experienced workers. Our guide to researching a fair entry-level salary walks through this in detail.
Step 2: Decide your range
Build a range with three numbers:
- Walk-away number: the minimum you can accept based on your budget. Keep this private.
- Target: a realistic number based on research.
- Stretch: the top of the market range for someone at your level.
The range you share is usually from slightly below your target to your stretch number. If the posting lists a range, aim for the middle to upper part if your skills match well.
Step 3: Use a calm script
If asked early (application form or phone screen)
Early-stage answer
“Based on my research for entry-level roles like this in Chicago, I’m looking for something in the range of $46,000 to $52,000. I’m also interested in the full package and the learning opportunities, so I’m flexible within reason.”
If you want to learn their range first
Asking for their range
“I’d love to understand the budgeted range for this role first. Could you share it? That would help me make sure we’re aligned.”
If they share a range that works, confirm it: “Thank you, that range works for me.” If they insist on a number from you, give your researched range.
On an online form that requires a number
If a field forces a number, enter a figure within your researched range rather than “0” or “negotiable”, which can break automated filters. Use the posted range if there is one.
Examples of what not to say
| Avoid | Why | Better |
|---|---|---|
| “Whatever you think is fair.” | Gives away all leverage | Share a researched range |
| “I need at least $X because of my rent.” | Personal costs are not the employer’s concern | Base your number on the market |
| A single exact number | Leaves no room | A range |
| An unresearched high number | Can end the conversation | Research first |
| Apologizing for your number | Undermines it | State it calmly |
Hourly roles
For hourly jobs, use hourly rates: “I’m looking for $18 to $20 an hour based on similar roles in the area.” Check whether the rate includes tips, shift differentials or overtime. Our article on hourly vs salaried jobs explains the differences.
Think about the whole package
Salary is only part of the value. Benefits, paid leave, training, remote flexibility and commute costs all matter. Our guide to employee benefits explains what to look for, and our job offer checklist helps you compare offers.
Can you negotiate later?
Yes. Giving a range early does not lock you in. When you receive an offer, you can still negotiate politely based on research and the full role. See our practical guide on whether to negotiate your first salary.
The figures in the scripts above are examples only. Replace them with ranges you have researched for your role and location.
Know your three numbers before the call
Before your next interview, spend 30 minutes researching the market range for the job and city, decide your three numbers and practice the script out loud twice. It will feel far less awkward when the question comes.