Who says a number first
Step 1 / 2·Anchoring and how to handle it
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Learning objectives — after this module you will:
- Understand anchoring in salary negotiation
- Defer the number politely
- Know when going first is to your advantage
Anchoring and how to handle it
Avoid being locked to a number said too early.
The first number said in a negotiation tends to pull the whole rest of it toward that figure. Every later offer gets weighed against it, even when the anchor had no basis at all.
That is why 'what are your salary expectations' comes so early in a hiring process — usually before you understand the scope of the job.
The general principle: defer until you understand the role and they are invested in you. But if you are pressed, give a defensible range rather than dodging to the point of awkwardness.
Three ways to answer when asked early
| Situation | What to say |
|---|---|
| First round, scope still unclear | 'I'd like to understand the scope better before naming a figure. Could you share the range the company has in mind for this role?' |
| Asked a second time, still not ready | 'I'm confident we can agree on pay if the fit is right. If you need a figure to screen, I'm working from a reference range of X to Y for comparable roles.' |
| A form that requires a number | Enter your target, never your floor. Add 'open to discussion depending on scope and total package'. |
Do not offer your current salary as the answer
Your current pay is not a valuation basis for a different job. If asked, redirect to the role: 'the scope here is different, so I'd rather discuss it against what this role requires'.