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?”
Discussing salary expectations can feel like walking a tightrope. You want to aim high enough to reflect your value, but not so high that you price yourself out of 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.
Here’s how to handle this moment strategically, using market research, tact and clear communication to your advantage.
1. Research the market and 2026 salary trends
Access the Salary Guide
Questions about pay expectations can come up early, sometimes during the first phone screen. That’s why you should be ready to provide an “expected salary” answer from the moment you apply for a job. Being ready starts with salary research.
How to prepare:
Review the 2026 Salary Guide From Robert Half, which details midpoint salaries and growth trends across industries.
Use the Salary Calculator to adjust for your city and experience level.
Compare job postings to understand what employers are currently offering.
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 2026 Salary Guide From Robert Half.
2. Give a salary range—not a number
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 negotiations later.
For example, you might say:
"Based on my research and understanding of the role, I believe a fair range would be between $XX and $XX, depending on the full scope of responsibilities.
Why it works:
It keeps you flexible for negotiation later.
It shows you’ve done your research.
It helps you avoid being screened out too early.
3. Diplomatically turn the salary expectations question around
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 the employer’s range aligns with yours, acknowledge that. If it’s lower, stay positive but transparent:
“That’s slightly below what I was hoping for, but I’d love to keep talking since the position sounds like a great fit.”
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.
4. Be ready to commit to a number
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.
Consider factors like:
Added responsibilities not listed in the posting
Leadership or project management duties
Remote or hybrid flexibility
Bonuses, perks and benefits, or professional development opportunities
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."
5. Evaluate the offer and negotiate professionally
Once a formal offer is on the table, take time to evaluate it. Even if it meets your expectations, review the total compensation package including benefits, remote flexibility and professional growth opportunities.
Next steps:
Thank the hiring manager and ask for a day or two to decide.
Request a written offer for clarity.
Confirm all details (salary, perks, start date) before accepting.
If the offer comes in lower than expected, ask about flexibility or a timeline for review, and be ready to negotiate salary.
What happens after pay expectations have been fully addressed?
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.
Ready for next steps? Here’s what happens after you accept a job offer so you’re set for success.
