How to answer "What are your salary expectations?"

The salary question comes up on application forms, in the first recruiter call and again at offer stage. A prepared answer keeps you from underselling yourself or pricing yourself out.

Do the research first

Find a range for the role, level and city from at least two sources: salary surveys, job adverts that publish pay, and people in the field. In the EU, pay transparency rules are pushing more employers to publish ranges, so check the advert first. Decide three numbers: the figure you would be pleased with, the figure you expect, and your minimum.

On an application form

If the field is required, give a range whose bottom is at or above the figure you expect, or a single number near the top of the market range. Avoid "negotiable" if the form needs a number; it can stop the application.

In the first call

Try to learn the budget before you name a figure:

"I would like to understand the role fully first. Could you share the range you have budgeted?"

If pressed:

"Based on the role and my experience, I am looking at between 62 and 70 thousand, depending on the full package."

At offer stage

Now you have the most leverage. Respond to the whole package: base, bonus, pension, holiday, flexibility.

"Thank you, I am keen to join. Given the scope we discussed and what similar roles pay, I was expecting a base closer to 68. Is there room to move?"

Then stop talking and let them answer.

If the offer is low

• Ask what the range for the level is and where the offer sits in it.
• Ask for a review after six months with a defined target.
• Trade: extra holiday, a sign-on payment, a training budget.
• Know your minimum and be ready to decline politely.

What not to do

• Do not give your current salary unless required; talk about the role's value.
• Do not accept on the spot. Ask for the offer in writing and a day to consider.