What is Your Salary Expectations? Interview Guide 2026
I've been there. Sitting across from an interviewer, feeling good about how things are going, and then they ask: "What is your salary expectations?" My mind goes blank. Say too much, and I look greedy. Say too little, and I'm selling myself short.
After going through this struggle myself and talking to many people in similar situations, I've learned that this question doesn't have to be scary. In fact, with the right approach, it can work in your favor.
Why This Question Feels Like a Trap
Let's be honest - this question feels unfair. Companies have budgets. They know what they can pay. Yet they ask us to say a number first, almost like they're testing us. It's frustrating, and you're not wrong to feel that way.
I remember one interview where I said "I'm open to negotiation" - the same advice I'd seen on YouTube. The interviewer just nodded and moved on. No negotiation ever happened. I didn't get the job, and I spent weeks wondering if that answer cost me the opportunity.
The truth is, what is your salary expectations isn't just about money. It's about whether you understand your worth, whether you've done your homework, and whether you can talk professionally under pressure. According to Glassdoor's research, nearly half of all employees negotiated their most recent job salary, which shows companies actually expect this discussion.
The Research That Changes Everything
Before you walk into any interview, you need to know what you're worth. This isn't about being greedy - it's about being smart. Here's what successful job seekers do:
Market Research Tools That Actually Work
| Website | Best For | Accuracy Level |
|---|---|---|
| Glassdoor | Company-specific data | High for large companies |
| PayScale | Experience-based ranges | Good for detailed analysis |
| Salary.com | Industry standards | Reliable baseline |
| LinkedIn Salary | Professional networking insights | Growing database |
When I was preparing for my last job search, I spent hours on these sites. I didn't just look at one number - I built a range. I knew that someone with my experience should earn between $65k and $85k in my area. That knowledge gave me confidence.
As experts from Coursera suggest, you should learn the market rate for your type of work and how factors like location and experience affect that number.
Strategies That Actually Work
Strategy 1: Turn the Question Around
Instead of giving a direct answer, try asking about their budget. Here's what works:
"I'd love to know what range has been set aside for this position. That would help me give you a more accurate answer based on the specific responsibilities."
This approach shows you're thoughtful and smart. Most importantly, it gets them talking first.
Strategy 2: Reference the Posted Range
If the job posting included a salary range (and more states are requiring this), reference it directly:
"The range of $X to $Y that was posted seems to match my research and experience. I'd be comfortable within that range, though I'd like to learn more about the complete benefits package."
This shows you pay attention to details and you're working within their established limits.
Strategy 3: The Smart Range Response
When you have to give a number first, present it as a range based on your research:
"Based on my research and experience, I'd expect something in the range of $X to $Y. This considers my five years of experience, my advanced certification, and the average salary for similar roles in this area."
Notice how this response includes reasons. You're not just throwing out random numbers - you're explaining your thinking. The Indeed career guide emphasizes that your answer shows how you see yourself in the job market.
Common Mistakes That Kill Your Chances
Saying "I'm Flexible" or "Whatever You Think is Fair"
I learned this the hard way. These responses sound like you don't know your worth or you're desperate. Hiring managers want to see confidence and self-awareness, not flexibility to the point of having no standards.
Asking for Way Above Market Rate
Unless you're truly exceptional at what you do, asking for the top 10% of salary ranges without good reasons makes you look out of touch. Do your research and be realistic.
Giving an Exact Amount Too Quickly
As Glassdoor experts point out, providing an exact amount can give off the impression that you aren't open to negotiations. A range shows you're willing to work with them.
Not Considering the Complete Package
Salary is just one part of compensation. Health insurance, retirement matching, vacation time, and professional development opportunities all have value. Don't focus only on base salary.
When You're Just Starting Out
If you're new to the workforce or switching industries, your approach needs to be different. You're not looking for top dollar - you're looking for market entry and learning opportunities.
Try this approach:
"As someone newer to this field, I'm most interested in finding the right opportunity to grow and contribute. I've researched that entry-level positions in this area typically start around $X. I'm looking for something competitive within that range."
This positions you as realistic and focused on growth, not just money.
Advanced Negotiation Techniques
Once you've mastered the basics, here are some advanced strategies from professionals who've successfully navigated these conversations:
The 5-Step Framework
Based on insights from Upwork's guide, here's a professional approach:
- Thank the interviewer for the question
- Use a delaying tactic if you need more information
- Provide a salary range when pressed
- Give a specific number only if absolutely necessary
- Show flexibility and openness to negotiation
Consider Total Compensation
Don't just think about base salary. According to career experts, total compensation includes:
- Base salary
- Bonuses and incentives
- Health benefits
- Retirement contributions
- Professional development budget
- Flexible work arrangements
- Stock options (for certain companies)
The Power of Knowing When to Walk Away
Some companies will lowball you no matter how well you answer. I've learned that if a company isn't willing to pay market rates, they probably have other issues too. Don't be afraid to politely decline if the offer doesn't meet your researched expectations.
Remember: any income is better than no income, but accepting significantly below-market wages can actually hurt your career long-term. It affects your future earning potential and how you value yourself professionally.
Making It Work in Today's Market
The job market in 2026 is competitive, but information is more available than ever. Use that to your advantage. More states have pay transparency laws now, which means you might not even face this question as often.
When you do encounter it, remember that confidence comes from preparation. Know your worth, understand the market, and don't be afraid to advocate for yourself professionally.
Current Market Reality
According to recent data, professionals who negotiate their salary typically earn 7-20% more than those who don't. The key is being prepared with solid research and clear communication.
Practice Makes Perfect
Before your next interview, practice your salary expectations answer out loud. Time yourself. Make sure you can explain your reasoning clearly and confidently in under two minutes.
The key to answering "what is your salary expectations" successfully isn't about having perfect words. It's about doing your homework, understanding your value, and communicating that value clearly and professionally. With the right preparation, this question becomes just another opportunity to show why you're the right person for the job.