What Are Your Salary Expectations?: The Perfect Answer That Keeps You From Leaving Money on the Table

Did you know that failing to negotiate your salary effectively can cost you $5,000-$15,000 in annual compensation? According to salary negotiation expert Patrick McKenzie, “over the next ten years, the value of $5,000 a year extra salary is close to $100k gross, and the value of $15,000 a year extra is over $100k even net of taxes.” Research from Indeed shows that if you accept a salary just 10% below market value, it could take more than two years just to regain those lost earnings.

The dreaded salary question strikes fear in the hearts of even seasoned professionals. It’s a high-stakes poker game where showing your hand too early can instantly cap your earning potential – but remaining silent isn’t an option either.

In this article, you’ll learn exactly how to respond to “What are your salary expectations?” with word-for-word scripts that maximize your negotiating leverage. You’ll discover the research techniques that ensure you know your true market value and how to maintain control when recruiters push for a specific number.

Most importantly, you’ll avoid leaving thousands of dollars on the table due to a single misstep in the interview process.

Why Interviewers Really Ask About Salary Expectations

Let’s pull back the curtain on why this question exists in the first place.

Interviewers aren’t asking to be helpful – they’re asking to filter candidates and cap your compensation. According to a 2023 survey by the Society for Human Resource Management (SHRM), 87% of hiring managers use a candidate’s initial salary response to determine their maximum offer.

Companies typically have predetermined salary ranges for positions, but they’d prefer to pay on the lower end if possible. By getting you to reveal your expectations first, they gain an immediate advantage in negotiations.

Think of it this way: when you’re the first to name a number, you’re effectively setting a ceiling on what you can earn, not a floor.

The 3 Classic Salary Question Mistakes

Before we cover the perfect response, let’s examine the most common errors that cost candidates thousands:

1. Revealing Your Number First

The first person to mention a specific figure in a negotiation typically loses. A study published in the Journal of Organizational Behavior found that candidates who stated their salary expectations first received offers averaging 8-12% lower than those who avoided giving a specific figure.

When you provide a number immediately, you’ve either:

• Undershot what they’re willing to pay (leaving money on the table)
• Overshot their budget (potentially removing yourself from consideration)
• Given away your leverage for later negotiation

2. Giving a Single Figure Instead of a Range

Stating a precise number (“I’m looking for $85,000”) rather than a strategic range creates two problems:

First, it signals inflexibility. Second, it gives the employer no room to feel like they’re getting a win in the negotiation process.

3. Failing to Research Properly

Walking into an interview without thoroughly understanding your market value is like going shopping without knowing your budget. According to Robert Half’s salary surveys, over 60% of candidates enter salary negotiations with inadequate research on industry standards.

The Perfect Answer Formula

Now, let’s get to the script that will keep you from leaving money on the table. Here’s your template for answering “What are your salary expectations?”:

“Based on my research for similar [JOB TITLE] roles in [LOCATION] with my level of experience and skills, I’m looking at a range of [$X-$Y]. That said, I’m really interested in the overall compensation package and opportunities for growth at [COMPANY NAME]. Could you share what range you’ve budgeted for this position?”

Let’s break down why this works:

First, you demonstrate that you’ve done your homework. By mentioning research, you signal professionalism and preparedness.

Second, you provide a strategic range. Your range should span about 15-20% from bottom to top, with your actual target salary sitting at the lower end of your range.

Third, you pivot to the complete package. This opens the door to discussing benefits, bonuses, and advancement opportunities.

Finally, you turn the question back to them. This is the most powerful move in your response. It puts the ball back in their court without seeming evasive.

Interview Guys Tip: After delivering your answer, embrace the silence that follows. Many candidates get nervous and start backtracking or lowering their range when there’s a pause. Don’t undermine yourself! Research from negotiation experts shows that comfortable silence after stating your position increases your likelihood of receiving a higher offer by up to 12%.

How to Research Your True Market Value

Before walking into any interview, you need accurate salary data. Here’s your research process:

1. Check industry-specific salary surveys. Sites like PayScale, Glassdoor, and the U.S. Bureau of Labor Statistics provide detailed compensation data by job title, location, and experience level.
2. Talk to recruiters in your field. They often have the most current salary information across multiple companies.
3. Leverage your network. Connect with peers in similar roles through LinkedIn or professional associations.
4. Factor in the complete package. According to the Bureau of Labor Statistics, benefits typically add 30-40% value beyond base salary. Consider healthcare, retirement contributions, bonuses, and equity.

With this research, create three numbers:

• Your target (what you’d be pleased to accept)
• Your minimum (your absolute floor)
• Your aspiration (your realistic best-case scenario)

Your stated range in the interview should span from slightly above your target to your aspiration.

Interview Guys Tip: Create a “compensation comparison sheet” that outlines complete packages from multiple employers in your industry. If pressed about your requirements, you can reference this research specifically: “According to my research, companies like [Competitor A] and [Competitor B] offer between $X and $Y for this role with my qualifications, which aligns with my expectations.” This approach demonstrates thoroughness that most candidates lack.

Handling Pushback

Often, the interviewer will push back for a more specific number. When they do, stay firm with variations of your original strategy:

“I understand you need more specific information. My research shows the market range for this position is [$X-$Y]. Given my experience with [specific relevant skill], I’d expect to be in the [middle/upper] portion of that range. However, I’d like to learn more about the complete compensation package before discussing specific numbers. What range have you budgeted for the position?”

Notice how this response:

• Acknowledges their need for information
• Reiterates your research-based approach
• Highlights your specific value
• Still returns the question to them

According to a 2023 PayScale survey, candidates who successfully deflect the salary question back to the employer at least once receive offers averaging 7% higher than those who immediately provide their expected figures.

If they continue to press, you can say:

“I’m flexible on the specific number because I’m evaluating multiple factors in my next role. Without knowing the details of your benefits package, advancement opportunities, and other compensation elements, it’s difficult to give you an exact figure. What range do you typically offer for this position?”

Interview Guys Tip: If a recruiter seems fixated on getting your number first, it might indicate a company culture that’s more focused on saving money than finding the right talent. Use this as a potential red flag in your evaluation of the opportunity.

Special Situations

Career Changers

If you’re transitioning to a new industry, your situation requires special handling. According to our research at The Interview Guys, many career changers are willing to accept modest pay cuts for the right opportunity.

In this case, modify your response:

“As I’m making a strategic career change to [industry], I understand my compensation may differ from my previous role. Based on my research for this position, the market range appears to be [$X-$Y]. While I’m bringing valuable transferable skills in [specific skills], I’m flexible for the right opportunity with growth potential. What range have you budgeted for someone coming in with my background?”

When You’re Currently Underpaid

If your current salary is below market rate, never use it as a reference point. Instead, focus entirely on industry standards:

“My research into current market rates for this position shows a range of [$X-$Y] for someone with my qualifications. I’m looking to secure a position that compensates at market value, and I believe my skills in [specific skills] justify that level. Could you share what you’ve budgeted for this role?”

Remote Positions with Location Factors

For remote roles where location might affect compensation:

“I understand that location can impact compensation for remote roles. Based on my research for this position in both [your location] and [company HQ location], the market range appears to be [$X-$Y]. Could you clarify your company’s approach to location-based compensation for remote employees?”

The Final Word on Salary Expectations

Mastering the salary expectations question can literally be worth thousands of dollars throughout your career. By following this formula, you maintain leverage while demonstrating professionalism.

Remember these key principles:

• Always do your research before the interview
• Never be the first to name a specific number
• Present a strategic range based on market data
• Turn the question back to the employer
• Stay firm but flexible when facing pushback

The difference between handling this question well or poorly can be the difference between settling for less and maximizing your earning potential. For more insights on salary negotiations, check out our guides on determining true salary ranges and effective salary negotiation email templates.

Your career is a long-term investment – make sure you’re getting the returns you deserve by mastering this crucial interview skill.

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