How to Talk About Your Salary Expectations Without Underselling Yourself

Why Salary Questions Trip People Up

Strategic trap: Employers ask your expected salary to check budget fit and test your negotiation skills. If you quote above their range, they may rethink the role.
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• Fear of “pricing out”: Many candidates worry they’ll overshoot. In reality, a well-justified range shows self-awareness, whereas a totally blind guess can sell you short.
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• Avoiding the “greedy” label: Saying too little risks undervaluing yourself. A confident answer backed by data signals professionalism, not greed.
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• Lack of benchmarks: Without data, it’s hard to know the right figure. Indeed advises using salary data tools so your range is informed by industry standards.
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• Cultural nuance: Asia-Pacific hiring norms differ by country. For example, Filipino candidates typically avoid blunt refusals, and Malaysians favour polite, win–win negotiation over aggressive tactics. By contrast, Singapore’s market expects precise, data-backed answers.

Each of these factors can make the question feel like a minefield. The key is preparation: know the market and tailor your tone to the local context.

Do Your Homework First

“Never answer blind,” as recruiters say. Start by researching salary benchmarks thoroughly:
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• Salary guides: Use published surveys and reports by recruiters (e.g. Robert Walters, Michael Page, Hays) to see current pay bands. Michael Page advises comparing multiple guides (at least 2–3 sources) for an accurate picture of your role’s market rate.
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• Online tools: Check sites like Glassdoor or LinkedIn’s salary insights for your industry and city. Government or sector reports can also provide averages. These give ballpark figures for entry vs. senior roles.
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• Peer intel: Discreetly ask trusted colleagues or alumni about typical salaries in your field. In many Asian countries, word-of-mouth is still a key source of insight.
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• Job listings: Look at current job ads in your industry. Some postings include a salary range or hint at benefits (e.g. bonuses, allowances). This real-time data helps you cross-check your numbers.
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• Cross-country conversion: If you’re comparing roles across countries, standardize the figures. For instance, convert Singapore’s annual salary to a monthly equivalent when comparing to a Philippines role, or vice versa.

Preparing this way ensures your answer isn’t a shot in the dark. As Indeed notes, combining market data with your personal needs “helps set a realistic and confident salary range”. In short, do the math so you know your floor and your target before the interviewer asks.

Phrasing It: Confident but Flexible

Once you’ve done the research, articulate it clearly. Experts suggest giving a range rather than a single number. A range shows you’ve done your homework but are not inflexible. For example, you might say:

• “Based on my research and experience, I believe a fair range for this role is X–Y.” (E.g., one career site suggests: “₱35,000 to ₱45,000 per month”.)

• “I understand budgets vary, but given my qualifications, I’m targeting around [range].”
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Key tips:

• Justify with data: Preface your range with how you arrived at it (“my research,” “industry benchmarks”). This frames you as informed and professional.

• Keep it narrow: A 10–15% spread is usually enough. Indeed’s example range was tight ($75k–80k) to show flexibility without giving away too much room.

• Mention total package: You can signal that you value more than base pay. For instance, add “I’m also interested in the full compensation package (bonuses, benefits, etc.) and the growth opportunities,” which shows you’re not fixated only on salary. In fact, studies show employees increasingly value career growth and benefits alongside pay.

• Be honest but not shy: Don’t understate your worth just to avoid conflict. Likewise, avoid wildly high figures. A confident, evidence-backed response is best: as one career coach puts it, “confidence is not arrogance… A confident candidate… has more chances of being employed than a timid… person”.

By giving a researched range and explaining your thinking, you show that you know your value without coming off as rigid. This balanced phrasing is well-received in professional settings.

Cultural Nuance by Country

Tailor your tone to the local market:

• Philippines & Malaysia: Emphasize respect and modesty. Start with gratitude or context before stating numbers. Filipinos “avoid saying ‘no’ or expressing disagreement directly”, and Malay negotiators seek harmony and respect. For example, you might begin with, “Thank you for asking. Based on what I’ve researched and my experience, I’m looking at [range]...” to soften the directness. This aligns with the cultural value of humility.

• Singapore: Be direct and precise. Employers expect you to give specific, researched figures (often annual salaries). Avoid vagueness. For instance, you could cite the Singapore dollar range you found, rather than giving a broad guess. Precision here demonstrates that you’ve done thorough preparation.

• Indonesia: Show flexibility and deference. One interview guide advises candidates to “deflect politely” with something like, “I’m open to discussion based on the full compensation package and growth opportunities”. Candidates often anchor at the higher end of a realistic range and then signal willingness to negotiate. Mentioning local benefits (like the THR year-end bonus) can also show cultural savvy without being pushy. In short, express your range with a smile and readiness to listen.

Quote to remember: “Confidence is not arrogance”. Presenting your salary range confidently while staying polite will show you know your worth but can work with the employer.

Key Takeaways

Do thorough research: Use industry salary guides, tools like Glassdoor/LinkedIn, and your network to determine a realistic pay range.

• Offer a range: Always give a salary range (15–20% spread) based on your data. This keeps negotiations open and shows you’ve done the math.

• Phrase it well: Preface your range by citing your research and experience. Signal flexibility (e.g. “I'm open to discussion based on the full package”). Emphasize that growth and team fit matter, not just money.

• Mind cultural norms: Tailor your tone by country. For example, begin with gratitude or context in the Philippines/Malaysia, be precise in Singapore, and be deferential and flexible in Indonesia.

• Stay confident (not cocky): A well-prepared answer demonstrates confidence and professionalism. As one career coach notes, a confident candidate is far more likely to succeed than someone who is overly timid.