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Stop losing thousands before you even start. Learn the proven scripts and data-driven strategies to confidently answer the dreaded salary expectations question.
You feel it in your gut. The interview is going well—great rapport with the hiring manager, smart questions asked, your experience is a perfect fit. Then it comes.
“So, just to make sure we’re aligned, what are your salary expectations for this role?”
A simple question. A terrifying question. Your mind races. Go too high, and you might scare them off. Go too low, and you could leave tens of thousands of dollars on the table over the next few years. You throw out a number that feels “safe.” The interviewer nods, makes a note, and moves on. You don't realize it yet, but you may have just lost the most important negotiation of the entire process.
This isn't just a question; it's the first move in a chess match. Companies ask this early to anchor your expectations as low as possible. Your job is to refuse to set that anchor. Let's talk about how to do it right.
If you remember nothing else, remember this: The first person to name a specific number in a salary negotiation usually loses.
Why? Because you are negotiating with incomplete information. You don't yet fully understand the scope of the role, the team's challenges, the bonus structure, the benefits package, or the company's budget. Giving a number now is like bidding on a car without knowing its make, model, or condition.
Common Mistake: Many candidates believe they need to be “reasonable” and give a number to show they are a serious candidate. In reality, skilled recruiters and hiring managers expect a bit of a dance. Deflecting professionally shows you are a savvy operator, not a difficult person.
Your goal is to politely and professionally defer this question until you have a firm offer in hand. At that point, the power dynamic shifts. They want you. They've invested time and resources into your candidacy. That is when you have maximum leverage to negotiate.
The question almost always comes up first during the initial screen with a recruiter. Their primary job is to filter out candidates who are wildly outside the company's budget for the role. This is your first test.
When they ask, use a simple, confident script that pivots the conversation.
Recruiter: “Before we move forward, could you share your salary expectations?”
Your Response (Script 1):
“Thanks for asking. Right now, I’m focused on learning more about the role and the team to see if we have a great mutual fit. I’m confident that if this is the right opportunity, we’ll be able to agree on a fair number. To help me understand, could you share the approved salary range for this position?”
Let’s break down why this works:
Most of the time, the recruiter will share the range. It’s in their interest to manage expectations. If they do, your response is simple: “Thank you, that’s helpful. Based on my initial understanding, that range seems appropriate.” You haven’t committed to anything, but you’ve successfully moved the process forward without anchoring yourself.
Sometimes a hiring manager will ask the question again, even after you’ve spoken with a recruiter. They might be testing your confidence or trying to pin you down.
The strategy remains the same: defer, but this time, tie it to the value you bring.
Hiring Manager: “We want to make sure we’re on the same page regarding compensation. What are you looking for?”
Your Response (Script 2):
“That's a great question. My priority is to understand the full scope of the challenges and goals for this position. Based on our conversation about [mention a specific, high-impact responsibility], I’m confident my skills in [mention a relevant skill] can deliver significant value. My salary expectations would be in line with that value and the market rate for this level of responsibility. I'm sure we can find a number that works for both of us once we've confirmed this is the right fit.”
This response is powerful because it subtly reframes the conversation from what you cost to the value you create. It shows you’re a strategic thinker who connects your work to business outcomes.
You can't walk into this conversation with confidence if you're just guessing. Before you even get on the first call, you need to do your homework. Your goal is to determine your market value based on data, not feeling.
This is non-negotiable.
For tech, finance, and many other professional industries, Levels.fyi has become the indispensable source of truth. It provides crowdsourced, verified compensation data broken down by company, role, level, and location.
Here’s how to use it effectively:
Armed with this data, you are no longer just stating what you want. You are stating what the market dictates.
Key Takeaway: Walking into a salary negotiation with data from Levels.fyi is like walking into an exam with the answer key. It changes everything. You are no longer guessing; you are operating from a position of knowledge.
Despite your best efforts, you might get cornered. A recruiter might say, “I really need a number to put into our system to move you forward.”
If you must, do not give a single number. Give a researched, strategic range.
Your Response (Script 3):
“I understand. Based on my research on platforms like Levels.fyi for a [Role Title] with my experience in [City/Remote], and considering the scope of this role, I am targeting a total compensation package in the $155,000 to $175,000 range. I’m of course open to discussing how that breaks down across base, bonus, and any equity.”
Here’s the strategy behind this script:
Knowing these scripts is one thing. Delivering them calmly and confidently when your heart is pounding is another. The key is practice—building muscle memory so you don’t have to think on the spot.
This is where modern tools can give you a serious edge. An AI-powered interview assistant like CoPrep AI is designed for this exact scenario. You can run mock interviews and specifically practice answering the salary question. The AI can provide instant feedback on your tone, wording, and confidence, allowing you to refine your delivery until it becomes second nature.
Think of it as a flight simulator for your career. You wouldn't want a pilot's first time landing a plane to be with actual passengers. Don't let your first time using these high-stakes scripts be in an interview that could define your career for the next few years.
Navigating the salary conversation can feel uncomfortable, but it's one of the most important skills you can develop for your career. This isn't about being greedy or difficult. It’s about ensuring you are compensated fairly for the value you bring to the table.
Companies have entire teams dedicated to hiring and compensation. They are playing this game every single day. By doing your research, practicing your scripts, and holding firm on your strategy, you are simply leveling the playing field.
So, the next time you hear that dreaded question, take a breath. You're not panicked anymore. You're prepared.
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The AI suggestions helped me structure my answers perfectly. I felt confident throughout the entire interview process!
