The salary guide: find your number, say it, and get it

Most people lose money in one sentence: "What are your salary expectations?" This guide fixes that.

Step 1: Find your real number (15 minutes)

You need three numbers, not one.

1. Walk-away number. The lowest pay you'd accept. Below this, you say no. Work it out from your bills, not your feelings.
2. Target number. What the job is fairly worth for someone like you, in this city.
3. Stretch number. The top of the range. This is where you start.

Where to find the market rate

• The job ad itself. More and more places must show pay. New York, California, Colorado, Washington and others require a range in the ad. The EU's pay transparency rules arrive in 2026, and the UK has many employers who show it anyway.
• Government data. In the US, the Bureau of Labor Statistics (bls.gov) lists pay by job and city. In the UK, look at the ONS earnings data.
• Salary sites. Glassdoor, Levels.fyi (great for tech), Payscale and LinkedIn Salary. Look at three sources, not one.
• People. Ask a recruiter: "What's the range for this role?" Recruiters are paid when you're hired, so they usually tell you.

Tip: if the ad says "$80,000 to $110,000", most offers land in the middle. If you're a strong fit, aim for the top third.

Step 2: What to say when they ask

Early on (application form or first call)

Don't give a number first if you can avoid it. Try:

"I'm flexible for the right role. Could you share the range for this position?"

If they push:

"Based on what I've seen for similar roles in [city], I'm looking at around [target to stretch]. But I'd love to understand the whole package first."

Give a range where your target is at the bottom. If your target is $95,000, say "$95,000 to $110,000".

If the form needs one number

Put your target, not your walk-away number. Never put "0" or "negotiable" if the form won't accept it. Some systems throw those out.

Step 3: When the offer comes

1. Say thank you, not yes. "Thank you, I'm really excited about this. Can I take a day or two to look at the details?"
2. Look at the whole package. Base pay, bonus, equity, holidays, remote days, training budget, start date, job title.
3. Ask once, clearly.

"I'm really excited to join. Based on the scope of the role and what I bring in [your strongest result], I was hoping for [number]. Is there flexibility there?"

Then stop talking. Silence is fine.

Step 4: If they say no

Ask for something else:

• A sign-on bonus (easier for them than base pay)
• A pay review in 6 months, written into the offer
• Extra holiday or remote days
• A better title
• A training budget

Mistakes that cost money

• Saying your current salary when you don't have to. In many US states and cities, employers aren't allowed to ask.
• Accepting on the call.
• Apologising for asking. You're not being rude. They expect it.
• Negotiating by email with a long essay. Keep it to four sentences.

Country notes

• US and Canada: negotiation is normal and expected.
• UK: expected for most office jobs, and common but polite.
• EU: pay ranges are becoming public. Use them.
• UAE and Gulf: ask about housing, transport and schooling allowances. They can matter as much as base pay.
• Egypt: ask whether the offer is gross or net, and whether it's paid in EGP or USD.

Zoe checks the pay on every job she finds for you, flags offers below your walk-away number, and helps you write your reply when the offer comes in.