The money conversation, scripted
Exact phrasing for salary questions: the application form, the first call, your current salary, a low offer, a fixed base, a competing offer and asking for a raise. Wording only — no invented benchmarks.
Quick answer
When asked for expectations, give a range tied to the scope of the role and offer to discuss it, rather than saying negotiable. When asked in a first call before you know the band, ask what they have budgeted. When asked about your current salary, redirect to the role. When the offer is low, name the number you need and the responsibility that justifies it. Never use a benchmark you cannot source — check your national statistics office or sector collective agreement instead.
Asked for expectations in the application form
“Based on the scope described, I am looking in the region of [range] gross, and I am happy to discuss once we have talked through the role.”
Avoid: Negotiable. It reads as no preparation, and the number is then set by them.
Asked in the first call, before you know the band
“I would rather understand the scope first. Could you tell me the band you have budgeted for this role?”
Avoid: Naming a figure first when you still do not know the seniority they have in mind.
Asked about your current salary
“I would prefer to base this on the role rather than my current package. For this scope I am looking at [range].”
Avoid: Disclosing your current figure — in several EU countries they cannot require it, and it anchors the offer low.
Their offer is below your range
“Thank you — I want to accept. To get there I would need [number], which reflects [specific responsibility]. Is there room?”
Avoid: That's too low. Say the number you need and the reason, or the conversation stalls.
The base cannot move
“If the base is fixed, could we look at [signing bonus / review at six months / extra leave / training budget / travel]?”
Avoid: Accepting immediately. The non-salary items are usually the flexible ones.
You have a competing offer
“I have another offer at [number]. Yours is my first choice on the work itself — can you match it?”
Avoid: Bluffing. Only say this when it is true and you would take the other one.
Buying time
“Thank you — could I have until [day] to review the full package? I want to give you a firm yes.”
Avoid: Vague delay with no date. Give a date and keep it.
Asking for a raise in your current job
“Since [date] I have taken on [scope]. I would like to bring my salary in line with that at [number] — can we agree a path?”
Avoid: Comparing yourself with a colleague. Argue from your scope, not from theirs.
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