Why early disclosure weakens leverage
Many candidates feel compelled to answer truthfully about their current salary out of politeness or honesty. Evidence suggests this anchors the negotiation to your past value, not your future value.1
In states with Salary History Bans, employers are forced to price the job, not the person. Our advice mimics this dynamic even in states where it isn't law yet.1
Respond with: 'I'm focusing on roles in the [Market Range] range, which seems aligned with this level of responsibility.'
When to share numbers
Recruiter lens: share numbers only when you can anchor to role scope or market data, not past pay. If asked early, redirect to the responsibilities and the range for similar roles.
Definition: salary anchoring
Salary anchoring happens when early numbers frame the negotiation and pull outcomes toward the initial figure. Salary history bans weaken this effect.1
Limitations
- •Legal requirements vary by jurisdiction. This is not legal advice.
- •The cited evidence focuses on wage effects, not every negotiation context.