How to Answer "What Are Your Salary Expectations?"
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Why Companies Ask About Salary Early
Salary questions at the screening stage are primarily about efficiency — companies want to know whether you are in the right range before investing time in interviews. This works both ways: if they ask early, it also means they are willing to discuss it, which gives you information.
The goal is not to win a negotiation game. It is to establish that you are in a realistic range for the role while leaving room to negotiate once you have more information about the full package.
Do Your Research First
Never answer this question without researching market rates. Use:
- Glassdoor and Levels.fyi — salary data by company, role, and location
- LinkedIn Salary — aggregated data filtered by title, region, and experience level
- Job postings — many now include salary bands by law (especially in the US and increasingly in the UK)
- Your network — peers in similar roles are often willing to share ranges candidly
Come to the interview with a number range in mind, not a single figure. Your range should have your realistic target at the midpoint — so if you are offered the bottom of your range, you are still happy.
The Script: How to Answer
There are three scenarios:
Scenario 1: You have done your research and know the market rate
Script
"Based on my research into the market and my level of experience, I'm looking for something in the range of £X to £Y. That said, I'm flexible depending on the full package — base, equity, benefits — and I'm genuinely more interested in the right opportunity than optimising for a specific number."
Scenario 2: You want to deflect until you know more about the role
Script
"I'd love to understand the full scope of the role and the responsibilities before settling on a number — I want to make sure I'm giving you something realistic for what the job actually involves. Do you have a budgeted range for this role that you can share?"
Scenario 3: You are at offer stage and want to negotiate
Script
"Thank you — I'm really excited about the offer. I was expecting something closer to £Y based on my research and the scope of the role as I understand it. Is there flexibility there?"
Then stop talking. Silence after a negotiating ask is normal and expected. Do not fill it by talking yourself down.
What to Do If They Refuse to Give a Range First
Some interviewers push back: "We need your number before we can move forward." At that point, give a range with your actual target at the lower-middle of it. If they come back with an offer at the bottom, you have room to negotiate. If they say it is too high, you have important information.
Do Not Make These Mistakes
Do this
- Research the market before the interview
- Give a range, not a single number
- Include equity, benefits and flexibility in your thinking
- Ask for their range first if you can
Avoid this
- Saying a number without research
- Anchoring too low out of fear of rejection
- Saying "I'll take whatever you think is fair"
- Apologising when you state your number
How to Handle a Lowball Offer
If you receive an offer below your expectation, respond with appreciation followed by a specific counter: "Thank you for the offer — I'm really excited about the role. I was expecting something closer to £X. Is there flexibility?" You do not need to justify your number extensively. State it clearly, then wait.
If they genuinely cannot move on base salary, explore other levers: signing bonus, equity, remote flexibility, earlier performance review, more holiday. The total package matters.
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