The recruiter just asked: "What are your salary expectations?" You have three options, and the wrong one costs you real money. Here's what to say.
Why this question is dangerous
When the recruiter asks for your number first, they have an advantage. Whatever you say becomes an anchor — a number they negotiate around. If you name a number and it's too low, you've left money on the table. If it's too high, you might be screened out before the conversation even starts.
The recruiter's job is to fill the role at the lowest salary they can. Your job is to maximize your compensation. The first number sets the tone.
Three legitimate options. Pick based on the situation.
Option 1: Dodge and redirect (use when you genuinely don't know the range)
If you haven't researched the role yet, you can buy time. Try one of these:
"I'd love to learn more about the role and the team before we get into specifics. Can you share the salary range you've budgeted for this position?"
"I'm flexible on compensation and want to make sure the role is the right fit. What's the range you've allocated for this hire?"
"Based on my research for similar roles in [city], I'd expect somewhere in the range of [$X to $Y]. Is that aligned with what you've budgeted?"
The third version is the strongest — you give a range, not a single number, and you immediately ask if it's in their range. If they say "yes," you've anchored high. If they say "that's higher than we budgeted," you learn their actual range. If they say nothing, you've shown you did your homework.
Option 2: Name a range higher than you expect (use when you have data)
If you've researched the role and you know the market, name a range. The trick: name a range, not a number, and aim 10-15% higher than what you'd actually accept.
Example. Market research says the role pays $90k-$110k in your city. You'd be happy with $100k. You say:
"Based on my research and experience, I'm looking for something in the $110k-$125k range."
Why this works:
- The lower end of your range is high ($110k vs the $100k you'd actually take). This is your floor for negotiation.
- The upper end is very high ($125k). This shows you're confident in your value. If they're willing to go to $125k, you might as well try.
- A range signals flexibility without giving away your real number.
Option 3: State a single high number (use when you're a strong candidate)
If you have multiple offers, are a senior candidate, or are in a hot field, name a single number. The trick: name the upper end of the realistic range, not the lower end.
Same example. You're happy with $100k. You say:
"Based on my research and experience, my target is $120k."
This is a strong move. It signals confidence. It also sets your floor: if they offer you less than $120k, you negotiate up from there. If they offer you more, you win.
Risk: if $120k is above their range, they might walk. But if your research is good, this should be in the upper-middle of their range, which means they can probably meet it.
What to say when they push back
When you give a number and they push back, you have three moves:
- Ask what their range is. "What's the budget for this role?" Sometimes they'll tell you their actual range.
- Reiterate your value. "I understand. Given [X years of experience / specific skills / specific results], this is the number that reflects my market value. Is there flexibility?"
- Walk away if they won't meet your floor. Sometimes the right answer is to say no. If they offer below what you need and won't move, the role isn't right for you.
What NOT to do
- Don't lie about your current salary. Most companies will verify. If caught, you lose the offer.
- Don't apologize for your number. "I know it's high, but..." signals you don't believe in yourself.
- Don't accept the first offer on the spot. Even if it's perfect. Say you need 24-48 hours to think about it. This signals you're serious and gives you leverage if you have other offers.
- Don't discuss salary before the offer stage. If they ask in the first interview, dodge. The first interview is about whether you're a fit. The third or fourth interview is when money comes up.
What to do today
Pick one of these three options based on your situation. Write down what you'll say in the next negotiation. Practice it out loud so it doesn't sound rehearsed when you say it.
And remember: the worst outcome isn't a number that's too high. The worst outcome is a number that's too low, because you can't undo it.