How to answer salary expectations in an interview

Research your number before the interview

You cannot anchor well without data. Spend thirty minutes before any interview pulling figures from at least three sources. In the US, use the Bureau of Labor Statistics Occupational Outlook Handbook, Levels.fyi for tech roles, and LinkedIn Salary or Glassdoor for your specific title and metro area. In Canada, use the Job Bank wage report at jobbank.gc.ca. In the UK, check the ONS Annual Survey of Hours and Earnings alongside Glassdoor UK. In Australia, use Seek Salary Insights and the ABS Employee Earnings data.

Write down the 25th, 50th, and 75th percentile figures for your role, level, and location. Your target range should sit between the 50th and 75th percentile unless you have strong reasons to go higher, such as a niche skill, a competing offer, or a cost-of-living adjustment. Knowing these numbers means you are not guessing when the question comes.

• US tech roles: Levels.fyi, LinkedIn Salary, BLS OOH
• Canada: Job Bank wage report at jobbank.gc.ca
• UK: ONS ASHE data, Glassdoor UK, Reed Salary Checker
• Australia: Seek Salary Insights, ABS Employee Earnings
• Always filter by location, years of experience, and company size

How to deflect when the question comes too early

Recruiters often ask about salary in the first screening call, before you know the full scope of the role. Answering too early locks you in before you have enough information. It is reasonable and professional to defer at this stage.

A simple deflection that works: 'I want to make sure I understand the full scope of the role before I give you a number that is useful for both of us. Could you share the budgeted range for this position?' Many employers, especially in Colorado, New York, California, and Washington in the US, and in the UK and Australia, are now legally required or strongly encouraged to post or share salary ranges. Asking for it first is not rude; it is efficient.

If the recruiter pushes back and says they need a number to proceed, move to your prepared range rather than a single figure. A range signals flexibility and keeps the conversation open.

• Ask for the employer's range first: 'Could you share the budgeted range for this role?'
• If pressed, give a range rather than a single number
• Never say 'I'm flexible' without a floor; it signals you will accept anything
• Avoid giving a number before you have seen a job description or discussed responsibilities

How to give a range that anchors high

When you are ready to name a number, give a range where your actual target sits at the lower end. If you want $110,000, say $110,000 to $125,000. This way, even if the employer negotiates you down within your range, you land where you wanted to be.

Keep the range tight, no wider than $15,000 to $20,000 for most roles. A range of $80,000 to $120,000 signals that you have not done your research. A range of $105,000 to $120,000 signals confidence and preparation.

A phrase that works well: 'Based on my research into the market rate for this role in [city] and my [X] years of experience in [specific skill], I am targeting a base salary in the range of $X to $Y. I am open to discussing the full package, including equity and benefits, if the base is toward the lower end of that range.' This phrasing is specific, justified, and leaves room to negotiate on total compensation.

What to say for each common scenario

Different situations call for slightly different phrasing. Here are four common scenarios with exact templates you can adapt.

1. Screening call, no job description yet: 'I would love to learn more about the scope before committing to a number. What is the budgeted range for this position?'
2. Screening call, employer insists on a number: 'Based on what I know so far, I am targeting $X to $Y for base salary, though I expect that to sharpen once I understand the full role.'
3. Panel interview, mid-process: 'My research puts the market rate for this role in [city] at $X to $Y. Given my background in [specific area], I am targeting the upper end of that range.'
4. Offer stage, counter: 'Thank you for the offer. Based on my research and the scope of the role as I now understand it, I was expecting something closer to $Y. Is there flexibility to get there?'

Mistakes that cost candidates money

The most common mistake is naming a number before you have enough information. The second is giving a range so wide it signals uncertainty. The third is apologizing for your number or softening it with phrases like 'I was hoping for' or 'ideally I would like.' State your range as a fact, not a wish.

Do not anchor low to seem agreeable. Research consistently shows that candidates who name higher anchors receive higher offers, even after negotiation. Employers expect some negotiation and build room into their initial offers.

Avoid saying your current or previous salary unless you are in a jurisdiction where the employer can legally ask and you choose to share it. As of 2026, salary history questions are banned in many US states and cities, including California, New York, Massachusetts, and Illinois, as well as in the UK under general data protection guidance.

• Do not name a number before understanding the role's scope
• Do not give a range wider than $15,000 to $20,000
• Do not soften your number with apologetic language
• Do not volunteer your salary history unless required by law in your location
• Do not forget to account for total compensation: bonus, equity, pension, and benefits

Practice until the answer feels natural

Knowing the right answer and delivering it calmly under pressure are two different things. Most candidates stumble on salary questions because they have not practiced saying the number out loud. It feels awkward to state a high number confidently, and that awkwardness shows.

Break-In Bad's interview assistant listens to the interviewer's questions in real time and shows you suggested answers on screen that only you can see, including for compensation questions. You can use it during live interviews on any device, even on a shared screen, so you always have your researched range and preferred phrasing available without breaking eye contact or losing your train of thought. Practicing with it before the interview also helps you hear how your answer sounds and adjust the phrasing until it feels natural.