It comes up in the first phone call, sometimes before you've heard what the job pays: "What are your salary expectations?" Answer too high and you risk being screened out. Answer too low and you've capped your own offer. Most people panic and blurt out a number.

You don't have to. There's a method.

Why they ask

The recruiter wants to check you're in budget before investing more time, and some will anchor the offer on your number. It's a legitimate question, and you're allowed to prepare for it.

Step 1: know your number before the call

Research the market range for the role, level, location and company size, using several sources (salary sites, job postings that list ranges, people in the field). Then define three figures:

  • Target: what you'd be happy with.
  • Floor: the lowest you'd accept.
  • Opening range: a range whose low end is comfortably above your floor.

Note that many US states and cities now require employers to post pay ranges in job listings, so check the posting first: the range may already be there.

Step 2: try to learn their range first

If you can, turn the question around politely:

"I'd like to understand the full scope of the role first. Could you share the range budgeted for this position?"

If they share it, you're negotiating with information. If they push back, move on to Step 3.

Step 3: give a range, not a number

"Based on my research for this kind of role in this market, I'm looking at $95,000 to $110,000, depending on the overall package and responsibilities."

A range signals flexibility but anchors the conversation where you want it. Make sure the bottom is a figure you'd really accept, because that's the one they'll hear.

What about your current salary?

You can decline to share it, and in several US states employers are barred from asking about pay history. A polite redirect:

"I'd rather focus on the value of this role and what the market pays for it than on my current compensation."

Never inflate your current pay: it can be verified.

Early stage versus late stage

Early (screening call): deflect once, then give a range if pressed.

After they've signaled they want you: you have more leverage. This is when to negotiate seriously, and you can ask for time to consider.

Negotiating the offer

When the offer arrives:

  1. Thank them, and don't accept on the spot. "I'm excited about this. Can I get back to you by Friday?"
  2. Counter with a reason: market data, your results, scope of the role.
  3. Look at the whole package: bonus, equity, vacation, remote flexibility, title, start date, learning budget.
  4. Get it in writing.

A polite, reasoned counter-offer rarely costs you the job. Rescinded offers over a respectful negotiation are uncommon.

Mistakes to avoid

  • Naming a single low number to be "safe." It becomes the ceiling.
  • Answering before knowing the role. Early in the process, ask about scope first.
  • Treating salary as the only variable. Sometimes the money is fixed but the rest isn't.
  • Lying about other offers. Mention real ones only.
Key takeaway: research a range, ask for theirs first, and give your range with a floor you can live with.

Salary comes up earlier than you expect, so prepare the answer before your first call. Track the ranges you discover for each role: in Prepint, you can note them on the application next to the job posting, so you can compare offers later. For the rest of your interview prep, see common interview questions and questions to ask at the end of an interview.