“In business as in life, you don’t get what you deserve, you get what you negotiate.”
– Chester Karrass“People don’t mind paying; they just hate overpaying. Explain the value, and the price makes sense.”
– Chris Murray, Selling with EASE
The Rule Hasn’t Changed: Don’t Talk Money in Interviews.
If you’re deep in interview prep or walking into that second round with your new ‘maybe’ boss, don’t bring up salary.
And if they bring it up? You need to be ready to navigate the moment with calm, clarity, and control.
In Part 1, we broke down why salary talk can be risky before there’s an offer on the table. Now let’s get tactical.
⚠️ Quick legal check: As of 2025, over 30 states and 20+ major cities (including California, Illinois, New York, Massachusetts, Washington, and Colorado) have banned employers from asking about salary history.
So if you get asked, you’re well within your rights to say: “I’m focused on alignment and value at this stage – not past numbers that may not apply to this role.”
What to Say When They Ask Anyway
We get it – avoiding the money convo entirely isn’t always possible. Maybe they’re direct. Maybe they’re pushy. Maybe they’re just trying to get a sense of expectations early.
Whatever the reason, you don’t need to freeze. You just need a few solid go-to responses.
Here are 5 smart ways to keep your leverage and protect your future paycheck:
1. The Range Redirect
Throw it back (nicely). Ask what they had in mind.
🗣 Example:
“That’s a great question. I was actually planning to ask you the same thing – what range has your team budgeted for this role?”
💬 Even if they share a concrete number, it’s not necessarily an invitation to share your own. You can respond with:
“That’s reassuring – it lines up fairly well with what I was thinking. I’m excited to keep exploring how we might work together.”
2. The Why Reset
Shift the focus to what actually matters to you: the work, the team, and the culture.
🗣 Example:
“Money matters, of course – but what matters more to me right now is finding the right team doing the right work. From what I know so far, this could be a really strong match. I’d love to keep the conversation focused there.”
3. The Slow Roll
Hit pause. Not rude – just strategic.
🗣 Example:
“Totally understand the need to talk comp eventually – but right now, I’d love to keep the conversation centered on the role, expectations, and mutual alignment. If we’re on the same page there, I trust we’ll land in the right ballpark when the time comes.”
4. The Market Mirror (only if absolutely necessary)
If they push and you have to say something, use market data – not a personal guesstimate.
🗣 Example:
“I did some research – Glassdoor, Levels.fyi, that kind of thing – and it looks like this role usually falls in the $145K to $175K range. Curious if that matches what you’re working with?”
5. The Track Record Tap (again, ONLY when you’re out of other options)
Only use this if it’s relevant and you’re comfortable sharing.
🗣 Example:
“My total comp has usually been in the $170K to $220K range, depending on performance bonuses and equity. More important to me, though, is that the offer reflects the role’s scope and the results expected. Does that sound close to your range?”
Which Approach Should You Use?
Lead with strategy and alignment, not salary. If they ask, use the softer strategies first – deflection and redirection, for instance. Keep your actual ranges in your back pocket until you’re deep in the process – or getting pressured to give one.
Whatever you do, don’t get caught off guard and just blurt something out. Rehearse these lines. Practice sounding natural and confident. Keep your delivery light, warm, and collaborative.
One More Thing: Know Your Range Before the Interview
You don’t want to be wildly spitballing under pressure. Figure out your realistic, well-researched comp range before you ever walk into the room. Use sites like:
- Glassdoor
- Levels.fyi
- Salary.com
- Payscale
And for the love of all things negotiable, don’t say anything like “anywhere from $100K to $1M.” Aim for a 10–30% spread, max.
TL;DR
- Talking money too soon = lost leverage.
- Don’t guess. Don’t apologize. Don’t overexplain.
- Save the real salary talk for when there’s an offer on the table.
You’ve got one job in early interviews: build value.
If you do that right, the money will follow.
💬 Serious about getting paid what you’re worth? Connect with us here to strategize your next move.
