Nail the Salary Talk: What to Say, When to Say It, and Why It Matters
Let’s be honest—talking about pay in an interview can be awkward. But it shouldn’t be. You’re not begging for a favor. You’re negotiating a business deal. The company needs your skills. You need a fair deal. Simple.
Here’s how to handle the compensation conversation without flinching, fumbling, or playing it too safe.
1. Do Your Homework
Before you step into that interview, know your number. Not a random number—a range backed by market data. Use Glassdoor, Levels.fyi, Salary.com, and talk to people in your field. Know what people with your experience, in your location, doing that job, are actually making.
Walking in blind is how people get underpaid. Don’t do that to yourself.
2. The Screening Round: Be Ready
Generally, in the screening round—usually with a recruiter—they’ll ask, “What are your salary expectations?”
This question is usually asked to make sure you fit into their budget. Here’s the thing: don’t twist yourself into a pretzel trying to fit into their budget. If they can’t afford you, the role isn’t right for you. Period.
Don’t just blurt out a number. Try this instead:
“I expect to be paid fair market value for the role. What’s the salary range you’ve budgeted for it?”
You’re being direct, confident, and putting the ball back in their court—exactly where it belongs. If they keep pushing for a number:
“Based on my research and experience, I’d expect something in the range of $[low] to $[high], depending on the full compensation package and responsibilities. Does that align with what you’re offering?”
This approach shows you know your worth—and you’re not afraid to walk if the numbers don’t make sense.
3. Timing Is Everything
Don’t bring up salary on your own in the early rounds unless they do first. Let them get interested in what you bring to the table. Once there’s real momentum—usually by the second or third round—it’s fair to talk numbers.
4. When You’re at the Decision Stage, It Gets Real
If you’ve made it to the final stages of the interview process, expect a more detailed compensation conversation—usually with someone from HR. At this point, they’re not just feeling you out—they’re seriously considering you for the role.
They want to know what it’s going to take to get you to “yes”.
This is your moment to ask the right questions and get clear answers. It’s completely appropriate to say:
“Can you walk me through the full compensation package for this role?”
Look at everything: salary, bonuses, equity, health benefits, PTO, retirement contributions, remote work options. Then ask yourself: Does this align with my financial needs and goals?
This is where you shift from candidate mode to decision-maker. You’re not just hoping for an offer—you’re deciding if the offer actually works for your life.
5. Talk Total Comp, Not Just Base
Base salary is only part of the picture. That offer might look great until you realize the benefits are bare-bones. Always ask about:
- Bonuses
- Equity or stock options
- PTO
- Health and retirement benefits
- Remote/hybrid flexibility
- Career development opportunities
A slightly lower base might still net out higher when everything’s on the table.
6. Be Direct. Be Real.
This isn’t the time for vague language or long explanations. Say what you mean. If you’re asked about your past salary (and it’s legal in your area), answer honestly, then pivot:
“I was making $X, but based on the scope of this role and the current market, I’m targeting $Y–$Z.”
You’re not there to justify your last job. You’re there to get paid what you’re worth now.
7. Save Negotiation for the Offer Stage
Don’t try to hammer out every dollar during the interview. Focus on showing you’re the right person for the job. When they make an offer, then you negotiate. That’s when you have the most leverage.
Bottom Line
Talking about compensation isn’t rude. It’s necessary. Companies expect it. You should too.
Know your value. Ask smart questions. Give a range when needed. Don’t undersell yourself. And when the real offer talk starts, look at the whole package and ask, “Does this actually work for me?”
Say what you mean, and don’t flinch.
