The job interview is going as you’d hoped. You meet the required qualifications, you have a rapport with the interviewers, and those practice sessions you and a friend ran through helped you present smoothly.
You’re feeling confident you could land this job. Then, you hear the hiring manager ask that dreaded question: “What’s your expected salary?”
It is understandable to be nervous about discussing pay expectations with a potential employer. If you suggest a figure that is too low, you could end up selling yourself short. But if you give a number that is too high, you might price yourself out of consideration for the role.
Either way, it’s a tough calculation. The good news is there are strategies for how to answer the salary expectation question in way that will be fair to you and within the employer’s budget, too.
Timing, tact and research are all key to your success when discussing money with a hiring manager. Here are some tips for how to manage this delicate and crucial conversation effectively.
Questions about pay expectations might come up during the first formal interview — or even during the initial phone vetting. That’s why you should be ready to provide an “expected salary” answer from the moment you apply for a job. Preparing your answer requires homework.
Many companies include compensation information or salary ranges in job postings. So, in many cases, a starting point for your research on how to answer salary expectations questions may already have been provided by an employer.
You can also refer to reputable sources such as the U.S. Bureau of Labor Statistics for federal data on wages in your industry. The latest Salary Guide From Robert Half also provides average starting salaries for in-demand roles across several professions. You can use our 2025 Salary Calculator to customize salary figures for your market.
While hiring managers could bring up salary at any time, it is good practice for job seekers to avoid asking about compensation when applying for a job, or even during the initial phone vetting. Raising the topic of money too early could send the message that you are more interested in the paycheck than the position.
However, if a job post asks applicants to state their expected salary when applying for the position, then give a range you’re comfortable with. (If you’ve done your homework, you’ll know what a fair salary range is.)
Should the question of pay expectations arise during your first interaction with a hiring manager, consider giving a range so you can keep the door open for negotations later. For example, you might say: "From what I know about the position, I think somewhere in the area of $XX – $XX.”
When it’s still early in the hiring process, you also have an opportunity to turn the compensation question around. For instance, you might say to a hiring manager: “I’d like to learn more about the position and the duties, and what the team is like, before discussing money. However, may I ask what salary range you’re considering for this position?”
If you learn the employer’s salary range is in line with what you are considering, or even higher, thank them for sharing the information and confirm the figure’s in your ballpark. If it’s a little less, say it’s at the lower end of what you were hoping for, but you’d still like to talk about the job opportunity.
Why do that? In a labor market where skilled talent available for hire is in short supply, many companies are prepared to offer better pay to secure top candidates. If you can demonstrate you have just what the employer is looking for, you’ll likely be able to negotiate a higher rate of pay.
Be realistic, though. In a Robert Half survey, 44% of hiring managers said today’s job seekers are more likely to negotiate salary. However, 48% of respondents also expresed concern about the ability to meet candidates’ compensation expectations.
If a potential employer is suggesting a much lower salary range than you had hoped, say so. Then, ask whether the figures could be adjusted for the right hire. If there isn’t room to flex, then you need to decide quickly whether you want to proceed with the interview process, so you can avoid wasting your time and the employer’s.
At some point, you will have to commit to a figure. By the second interview (or certainly the third interview, if the process lasts that long), you’ve likely learned what you need to know about the job and how success will be measured. You’ve met team members. And you probably have a good idea what salary range the employer has in mind.
So, at this stage, when a hiring manager asks you to give your expected salary, you have to be ready to provide a number, not a range.
Factor in all you’ve learned during your research and the interview process as you consider how to answer the salary expectation question. Are the responsibilities described what you expected? Will you manage people or processes the original job posting didn’t mention?
Another key consideration: What perks, benefits and other offerings will be included in the full compensation package? For example, is remote or hybrid work an option? As we explain in our latest Salary Guide, when the gap between expectation and offer is too great, many employers will negotiate flexible work arrangements to help seal the deal candidates.
These details should help you arrive at a salary figure you think is fair and which the employer is likely to entertain. Also, keep in mind that while you may have had to tip your hand when salary requirements first came up during the hiring process, it doesn’t mean you are committed to the range you originally gave.
For example, depending on the circumstances, you might say:
"Given the responsibilities of the position and the number of people I’d be managing, I think $XX is a fair figure. It’s an exciting opportunity, and I truly believe I’m the person for the job."
"I’m really excited by the challenges you described! $XX seems like the right starting salary. There’s a lot to take on, and I’m confident I’d succeed in the role."
"I’m thinking $XX. This is a big job — one I’m very familiar with and well suited for. I led a similar team at my past employer, and we hit all the goals we were charged with. I’d be very excited to take on another challenge like this!"
"I remember the salary range you gave me earlier, and I respect the fact you must work within a budget. But I’d like to suggest $XX as the starting salary. The responsibilities of this role are quite demanding, and as we’ve both said, I have all the necessary skills and training. I believe I can deliver the results you said you’re looking for."
The employer has made their offer, and the proposed salary meets or comes close to your pay expectations. What now?
Thank the hiring manager and ask for a day or two to mull things over, if you feel you need the time.
If you decide to take the job, express your enthusiasm and ask about the start date. Then, ask for a formal, written offer so you can make sure everything you’ve discussed, from the job description and salary to perks and benefits, is correct, so you can start your new role with confidence that you and your new employer are on the same page.
Need to research the latest compensation trends in your profession so you know how to answer salary expectation questions from hiring managers? Check out the 2025 Salary Guide From Robert Half.
