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How to answer salary questions in an interview

Do your research first, then give a range you'd be happy with and ask about the full package. Say it calmly, then stop talking. You don't have to share your current salary. Below are scripts for each salary question you might get, from the first phone call to the offer, with notes on when to use them.

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Before you talk about money

Find the range for this kind of job. Look in the job ad first. Then try published pay scales (common in government and universities), salary guides from recruiters, official pay statistics where you live, and people who do the job.

Decide three numbers: what you'd love, what you'd be happy with, and the lowest you'd accept. Your range runs from "happy" to "love".

Think about the whole package: salary, bonus, retirement savings (a pension, superannuation or similar), leave, flexible hours, training and travel.

Scripts for each salary question

Put your own facts in the [brackets]. Say them in your own words: sounding like yourself matters more than the exact wording.

"What are your salary expectations?"

When: Often in the first phone call, or on an application form.

Based on what I've seen for similar roles, and my experience in [your field], I'm looking for something between [low] and [high]. I'm flexible for the right role, and I'd like to understand the whole package. What range do you have in mind?

Make the bottom of your range a number you'd be happy to accept. Ending with a question gives them the chance to share their range.

If you'd rather not name a number yet

When: Early on, when you don't know enough about the job.

I'd like to learn a bit more about the role first, so I can give you a fair answer. Could you share the range you've set for it?

If they ask again, give your range. Avoiding the question twice can sound evasive.

"What's your current salary?"

When: Any time, often in the first call.

I'd rather focus on what this role is worth. For this role, I'm looking for between [low] and [high].

You don't have to share it, and in some places employers aren't allowed to ask (see Pay rules differ by place). If you do share it, be accurate: some employers check.

"The range is [low] to [high]. Does that work for you?"

When: When they tell you the budget.

If it works

Yes, that range works for me. With my [experience or skill], I'd expect to be towards the top of it.

If it's low

Thanks for telling me. That's a little below what I was expecting, given [your reason]. Is there flexibility in the salary, or in other parts of the package?

A reason makes your number easier to agree to: a skill they need, years of experience, or what similar roles pay.

When the pay is set in levels or steps

When: Common in government jobs and jobs covered by a union agreement.

I understand the role is at [level]. Given my [experience], could I start at a higher step within that level?

The levels are often published in a pay scale or agreement, so read it first. Even when the level is fixed, the starting step may not be.

An application form that needs a number

When: Online forms with a salary box you can't skip.

What to enter

The figure your research supports, such as the middle of the usual range for this kind of role. If the box takes text, write your range and "negotiable".

This number can come up later, so enter one you're happy to talk about.

"That's above our budget. Can you go lower?"

When: When they push back on your number.

I understand. I'm keen on this role. If the salary can't move, could we look at [a sign-on bonus, extra leave, flexible hours, or a pay review in six months]?

Decide your lowest number before the call, so you know when to say yes and when to keep talking.

When the offer comes

When: A phone call or email from the recruiter or manager.

First

Thank you, I'm really pleased. Could I have until [day] to look at the full offer?

If you'd like more

I'm excited about this role. Based on [your reason], I was hoping for [number]. Is there room to move closer to that?

Asking for a day or two is normal. Ask for the offer in writing, and be ready to say yes if they meet you.

Tips for the conversation

  • Say your number, then stop. A pause is fine; let them answer.
  • Stay warm. You want the job, and you want a fair deal. Both can be true.
  • Give a range early on, and one number later, when you reply to an offer.
  • Never invent another offer or a higher current pay. It can be checked, and it can cost you the job.
  • Get the final offer in writing before you resign from your current job.

Pay rules differ by place

Some places limit what an employer can ask, or make them share the pay. For example, several US states and cities ban questions about your pay history, and some require a pay range in the job ad.

In the European Union, a 2023 law on pay transparency says employers must tell applicants the starting pay, or its range, before the interview, and must not ask about their current or past pay. Each country had until June 2026 to bring it into its own law, and some are late. Check the rules where you're applying.

When the offer arrives, our guide to negotiating a job offer takes you through it step by step.

Questions

Should I name a number first?

If you've done your research, giving a range is fine, and it starts the talk at numbers you're happy with. If you don't know what the job pays yet, ask for their range first.

Do I have to tell them my current salary?

No. You can say you'd rather focus on what this role is worth, and give your range. In some places, employers aren't allowed to ask.

Is it OK to negotiate a job offer?

Yes, in most jobs. A polite request with a reason is a normal part of the conversation. If the pay is fixed, as in many government jobs, ask about the starting step or other parts of the package.

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