How to Handle a Salary Discussion in an Interview Without Underquoting
Underquoting rarely happens because someone doesn’t know their worth. It happens because the question shows up early, often in the first or second conversation, before there’s been time to think it through, and the instinct in the moment is to give a number that feels “safe” rather than one that’s actually accurate.
Here’s how to think through this conversation as it typically unfolds, rather than as a single question to prepare a single answer for.
When You’re Asked Your Current or Last Drawn Salary
This question is common, but answering it without context can anchor the entire negotiation around your previous number, even when the new role has a meaningfully different scope.
“My current CTC is X, though I’m looking for a role that reflects [specific skill or scope] more accurately”
This shares the information honestly while immediately reframing the conversation around the value you bring, rather than letting the old number stand alone.
When You’re Asked Your Expected Salary, Before You Know Much About the Role
This is the question most likely to produce an underquote, especially early in a process when you’re eager to stay in the running and unsure what the company’s budget actually looks like.
This is a professional, common, and entirely reasonable way to respond
Give a researched range, not a single fixed figure
“Based on my experience and the market rate for similar roles, I’d be looking at somewhere in the range of X to Y” keeps some flexibility while still being genuinely informative.
When the Number They Offer Feels Lower Than Expected
This is the moment where many candidates default to silence or immediate acceptance, simply because countering feels uncomfortable in the moment.
When You’re Asked Why You Deserve More Than What’s Being Offered
This question is an opportunity, not a challenge to be defensive about. It’s where preparation genuinely pays off.
Reference specific, relevant experience or skills
Concrete examples are far more persuasive than a general statement about your worth.
Connect it directly to the role’s specific requirements
“Given that this role requires X, my experience doing exactly that at my current company” ties your value directly to their stated need.
When You’re Tempted to Accept Quickly Out of Fear of Losing the Offer
This fear is understandable, but it’s worth remembering that a company that has extended an offer has already decided they want you specifically, which gives you more room to ask a reasonable question than it might feel like in the moment.
“A reasonable counter, asked calmly and professionally, has almost never cost someone an offer they were genuinely wanted for. The fear of asking tends to be far larger than the actual risk.”
WorkRightsIndiaQuick Reference: What to Say at Each Stage
| Moment | What to Say |
|---|---|
| Asked your current salary | Share it, then immediately reframe around the new role’s value |
| Asked your expected salary, too early | Redirect to the role’s budgeted range first |
| If pressed for a number anyway | Give a researched range, not a single fixed figure |
| Offer feels lower than expected | A calm, specific counter, not silence or immediate acceptance |
What to Do Right Now
- Research the market range for your role before any interview, so you have a number ready that’s grounded in data.
- Practice the redirect line for when you’re asked too early, so it comes out naturally rather than feeling awkward in the moment.
- Remind yourself before the conversation that a calm, reasonable counter is normal and expected, not a risk to the offer.
The One Line to Remember
Underquoting almost never happens because of a lack of self-worth — it happens in the pressure of an unprepared moment. Having a few specific lines ready in advance is usually the entire difference between underquoting and negotiating well.
This article is for informational purposes only and does not constitute legal or financial advice. Negotiation outcomes vary by company, role, and individual circumstances.