This is the one question where a clumsy answer costs you real money. Name a number too low and you anchor yourself below what they'd have paid; name one too high and you risk pricing yourself out before they've decided they want you. The strongest approach is usually to do your research, and either give a well-justified range or tactfully defer until you understand the role and have leverage. This is negotiation, so treat it strategically, not as a simple factual question.
What the interviewer is really looking for
Partly this is genuine (they need to know if you're in budget), but it's also a negotiation move, and how you handle it signals things. Whether you're in their range. Practically, they need to know. How you value yourself. A well-researched, confident answer signals you know your worth. A random or apologetic number signals you don't. Your negotiation instincts. Whether you anchor sensibly, defer wisely, or fumble. The failure modes are naming a number too early with no research (anchoring yourself badly), or being so evasive it's awkward. The goal is to protect your position while staying cooperative.
The structure: Research, then range or defer
- 1
Do your research first
Know the market rate for this role, your experience, and location. This is what lets you answer confidently either way.
- 2
Give a researched range
With the bottom of the range being a number you'd genuinely accept, framed as based on the market and your experience.
- 3
Or tactfully defer
If it's early, express that you're flexible and want to understand the role fully first, and ask about their budgeted range.
Your two main plays both start from research. Whichever you choose, stay confident and cooperative, not apologetic or evasive.
Example answers
Giving a researched range
Based on my research into the market for this kind of role and my experience, I'd be looking in the range of X to Y. I've set that based on what similar roles pay and what I bring, and I'm happy to discuss it further as we get into the specifics of the role and its scope. I'm more focused on the right opportunity than on squeezing a number, but that range reflects the market and my experience honestly.
Deferring tactfully, early in the process
I'd genuinely like to understand the role and its scope a bit more fully before landing on a specific number, because the right figure depends a lot on the responsibilities. That said, I've done my research on the market, so I'm confident we're likely to be aligned. Could you share the range you've budgeted for the role? That would help me give you a more useful answer.
Why these work
The first anchors with a researched, justified range rather than a random number, with the bottom being acceptable. The second defers without being evasive, signals research and flexibility, and tactfully asks them to reveal their range first, which is a strong negotiating position.
Common mistakes
- Naming a number with no research. You anchor yourself blind, often too low.
- Going too low out of fear. Undervaluing yourself, which you can't easily undo.
- Going unrealistically high. Pricing yourself out before they're sold on you.
- Being awkwardly evasive. Refusing to engage at all reads as difficult.
- Sounding apologetic. Undermining your own value with a hesitant, sorry tone.
Knowing the answer isn't delivering it.
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Frequently asked questions
How do I answer "what are your salary expectations"?
Research the market rate for the role, your experience, and location first. Then either give a justified range (with the bottom being a figure you'd accept) framed around the market and your value, or tactfully defer if it's early, expressing flexibility and asking about their budgeted range. Stay confident and cooperative, not apologetic.
Should I give a number or a range?
A researched range is usually better than a single number, and often better than refusing to answer. Make the bottom of the range a figure you'd genuinely accept, since they may anchor to it. If it's very early and you have leverage, tactfully asking about their budget first is a strong move.
What if I say a number that's too low?
That's the risk of answering without research, and it's hard to undo, since you've anchored their expectations. This is why researching the market first matters, so your number reflects your real worth. If you're unsure, a well-justified range or a tactful deferral protects you better than a random low figure.