What salary were you making last?
⚡ In a Hurry? Quick Answer
Deflect if possible by focusing on market value for the new role. If pressed or legally required to answer, be honest but frame it with context about total compensation and market differences. Don't anchor negotiations to your old salary.
💡 The Recruiter's Mind
They're trying to anchor your expectations to your previous salary, which might be lower than their budget. This gives them negotiating leverage. Many states and cities have banned this question, recognizing it perpetuates pay inequity. If they ask, you're not obligated to answer in most places. Skilled negotiators deflect and redirect to market value. The key is staying professional while protecting your negotiating position.
The Strategic Response Framework
- Know your rights: Check if salary history questions are banned in your location
- Deflect professionally: Redirect to market value for this role
- If required to answer: Include total compensation, not just base salary
- Provide context: Explain differences in market, role, or company size
Example Answers by Situation
Professional Deflection (Preferred)
"I appreciate the question, but I'd prefer to focus on the value I can bring to this role rather than my previous compensation, which reflected a different market and scope of responsibilities. Based on my research of market rates for this position and my experience level, I'm looking for a salary in the range of $85,000 to $95,000. Is that aligned with your budget for this role?"
When Legally Required to Answer
"In my previous role, my total compensation was $75,000, which included a base salary of $68,000, a 10% annual bonus, and benefits. However, I should mention that was for a smaller company in a lower cost-of-living area. For this role in this market with expanded responsibilities, I'm looking for a total compensation package in the $90,000 to $100,000 range."
When Changing Industries or Locations
"My previous salary was $60,000, but that was in the nonprofit sector where compensation structures are quite different. I'm transitioning to corporate because I'm seeking market-rate compensation for my skills. Based on my research of similar roles in this industry and location, I'm targeting $80,000 to $90,000. What's the range budgeted for this position?"
When Significantly Underpaid Previously
"I was making $55,000 in my last role, but I've since learned through market research that I was significantly underpaid for my level of experience and the results I delivered. That's actually one reason I'm making a move. I'm now looking for compensation that reflects market rates, which I've researched to be $75,000 to $85,000 for this type of role. Does that align with your budget?"
🚫 Red Flags to Avoid
- Lying about your previous salary - they may verify during background checks
- Answering when it's illegal in your location - know your rights
- Only mentioning base salary without discussing total compensation
- Letting your previous salary anchor the entire negotiation
- Getting defensive or hostile when asked
- Volunteering this information if they didn't ask
- Accepting their first offer just because it's higher than your previous salary
Pro Tips for Salary History Questions
- Research salary history bans: Many states prohibit this question - know your local laws
- Prepare your deflection: Practice redirecting to market value
- Calculate total comp: If you must answer, include bonuses, equity, benefits
- Research market rates: Use Glassdoor, Levels.fyi, or Payscale before the interview
- Be prepared for pushback: They may insist - have a firm but polite response ready
- Turn it around: After deflecting, ask about their budgeted range
- Know when to walk away: Aggressive pushback on this question is a red flag about company culture