"What salary are you expecting?" The question lands in your first screening call, before you know anything about the role, the team, or the full package. And the number you give will anchor every subsequent conversation.
Most people answer badly — either because they name a number before they have enough information to know what it should be, or because they deflect so much that they seem evasive.
The First Rule: Try to Delay Naming a Number
Whoever names a number first in a negotiation loses leverage. This is especially true in an early screening call, where you don't yet know the full scope of the role, the responsibilities, or what the total package includes.
Many employers will give you a range at this point. If they do — you've won. Now you know their ceiling and you can position accordingly.
If They Push You for a Number
Some recruiters will not let this go. They need a number for the system, or they've been told to screen on salary. If they push twice, give a range — not a specific number.
Set your range so that your actual target is at the lower end. If you want £55,000, give a range of £55,000–£62,000. If they come back at your "lower end," you're still at your target. The upper end creates room to anchor higher.
How to Research Your Number
- LinkedIn Salary Insights (requires premium, but a free trial works)
- Glassdoor salary pages for the specific job title and location
- Totaljobs / Reed salary benchmarks (UK)
- Industry salary surveys from professional bodies in your field
- Conversations with recruiters — they know the market extremely well and will usually tell you the range if you ask directly
Handling the "What Are You Currently Earning?" Variation
In some jurisdictions (including several US states) it is now illegal to ask this. In others it's still common. You are not obligated to answer: "I'd rather focus on what's right for this role than anchor to my current salary, which reflects a different company and a different set of responsibilities."
If you choose to answer: state your total package (base + bonus + benefits), not just base salary. This is your actual compensation and it's relevant context.
Don't inflate your current salary. Employers increasingly ask for payslips or make verbal offers contingent on verification. Being caught in a lie about your current earnings ends the process immediately and potentially damages your professional reputation.
One More Thing: The Package, Not Just the Number
Salary is one component. Before you negotiate base salary, understand what else is in the package: pension contribution, bonus structure, equity, health insurance, annual leave, remote working policy, professional development budget. A role that pays £5,000 less but includes significant equity or a strong pension contribution may be worth more in total.
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