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A new job · Lesson 4 of 10

How to Answer 'What Are Your Salary Expectations?'

Learn to ask for the pay range first, give a researched range with a reason, and handle questions about your current pay.

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Money often comes up while you are still applying, and one question makes many people freeze: “What are your salary expectations?” This lesson gives you calm, simple ways to answer it, and to handle questions about what you earn now.

Who knows more

In most hiring, the employer knows the pay range much better than you do. Research on first offers suggests that the side with less information often does better by letting the other side name the first number. So your first move is to learn, not to guess.

Two figures. The left, labelled You know less, has a speech bubble with a question mark. The right, labelled Knows the pay range, stands beside a card reading dollar question mark to dollar question mark. Chips read Let them name the first number and Learn first, don't guess.(opens the full-size picture)
You know less, so learn before you guess.

Ask for their range

When money comes up, try asking first: “What range is budgeted for this role?” Many employers will tell you. And if the job ad already shows a range, you have learned a lot before you say a word.

A person asks What range is budgeted for this role? The other person's card shows $60k to $70k, with the chip Many will tell you. A job ad for Office assistant shows $60,000 to $70,000 a year, labelled Pay shown in the ad and You learn a lot before you speak.(opens the full-size picture)
One polite question can reveal the range.

Give a range with a reason

If they still want your number, give a researched range instead of one figure, with a short reason. For example: “Based on similar roles in this city, I’m looking at $65,000 to $70,000.” Make sure the bottom of your range is a number you would be happy with.

In a few experiments, some ranges led to better terms without harming the relationship, though how wide and how bold the range was mattered. Treat this as a sensible habit, not a guarantee.

A speech bubble reading Based on similar roles in this city, I'm looking at $65,000 to $70,000. Below, a range bar of Low, $65k to $70k and High with a green flag at the start of the middle part. Chips read Bottom of the range equals happy with this and A few experiments.(opens the full-size picture)
A researched range, with a bottom you would accept.

Your current pay

You may also be asked what you earn now. In a growing number of places, employers must show the pay range for a job and may not ask about your past pay. This includes many US states, and new European Union pay rules that countries are now bringing into law. Rules differ and change quickly, so check your local rules.

Where you are not protected, you can steer back to the role: “I’d rather focus on what this job is worth.” This page is general information, not legal advice.

A pay slip beside a speech bubble with a question mark and the chip What do you earn now? A globe with chips Many US states and EU pay rules, a law book, and chips Pay range shown in the ad, No question about past pay and Check your local rules. A bubble reads I'd rather focus on what this job is worth.(opens the full-size picture)
Rules differ by place, so check yours.

Check your local rules

Pay-range and past-pay rules change often and vary a lot between countries and regions. Look up your own place before you rely on any of this.

Early is fine

Money often comes up early, before anyone knows how good you are. You can say you would like to understand the role first, and talk numbers once both sides are keen. But do not hide from the topic. If their range is far below your walk-away point, it is better to find out early.

Three hiring stages, Apply, Interview and Offer, with a coin icon and a speech bubble I'd like to understand the role first. Below, a range bar labelled Their range, Typical and High with a red Walk-away line beyond the typical part. Chips read Don't hide from the topic and Better to know early.(opens the full-size picture)
Say you want to understand the role first, but do not dodge.

Practise your answer

Write your answer to the salary question before the interview, and say it out loud a few times. Practised words come out calmer. In studies, simple if-then plans, like “If they ask my salary, I’ll say this,” helped people stay calmer, though the effect was small. It is still worth the two minutes.

A notepad headed If they ask with two boxes, Write my answer and Say it aloud. A smiling person speaks a bubble If they ask my salary, I'll say this. Chips read Practised words come out calmer and Small effect, still worth it.(opens the full-size picture)
Write it, then say it out loud.

YOUR TURN

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Read the full lesson script

In this lesson, you'll learn what to say when money comes up while you're applying for a job, including the question many people dread: what are your salary expectations?

In most hiring, the employer knows the pay range much better than you do. Research on first offers suggests that the side with less information often does better by letting the other side name the first number. So your first move is to learn, not to guess.

When money comes up, try asking first: what range is budgeted for this role? Many employers will tell you. And if the job ad already shows a range, you've learned a lot before you say a word.

If they still want your number, give a researched range instead of one figure, with a short reason. For example: based on similar roles in this city, I'm looking at sixty-five to seventy thousand. Make sure the bottom of your range is a number you'd be happy with. In a few experiments, some ranges led to better terms without harming the relationship, though how wide and how bold the range was mattered.

You may also be asked what you earn now. In a growing number of places, employers must show the pay range for a job, and may not ask about your past pay. This includes many US states, and new European Union pay rules that countries are now bringing into law. Rules differ and change quickly, so check your local rules. Where you're not protected, you can steer back to the role: I'd rather focus on what this job is worth.

Money often comes up early, before anyone knows how good you are. You can say you'd like to understand the role first, and talk numbers once both sides are keen. But don't hide from the topic. If their range is far below your walk-away point, it's better to find out early.

Write your answer to the salary question before the interview, and say it out loud a few times. Practised words come out calmer. In studies, simple if-then plans, like if they ask my salary, I'll say this, helped people stay calmer, though the effect was small.

So remember: the employer usually knows more, so ask for their range first. If you give a number, give a researched range with a reason. And check your local rules about past pay. Before the next lesson, write your answer to the question, what are your salary expectations, and say it out loud. Next, you'll learn how to respond to a job offer.