We have all been there: you are deep into a promising interview, the chemistry is great, and then the recruiter drops the question that makes most job seekers sweat: "What was your last salary?" It is a high-stakes moment that can feel like a trap, especially if you were underpaid in your previous role or took a lower-paying position out of necessity during a career transition.

While it is tempting to inflate your numbers to match your expectations, honesty is always the best policy. Navigating this conversation requires a blend of transparency and strategic positioning. By focusing on your market value rather than just your history, you can secure the compensation you deserve without compromising your integrity.

The Hidden Danger of Lying About Your Salary

It might seem like a harmless white lie to tell an employer you earned $90,000 when you actually earned $65,000, especially if you know you are worth the higher amount. However, lying in an interview is a significant risk that rarely pays off. Professional recruiters are trained to spot inconsistencies in body language and tonality. When you aren't being truthful, you become incongruent with your personal brand, and that "gut feeling" an interviewer gets that something is off can lead to an immediate rejection.

"Even if you feel justified because you used to earn more, lying creates a shift in your presence. Experienced interviewers sense that something isn't right, and they will pass on you based on that lack of trust."

Furthermore, many companies conduct background checks that can verify past compensation. Starting a new relationship on a foundation of dishonesty is a recipe for long-term career friction. Instead of focusing on the past, use a modern AI CV builder to highlight your current skills and achievements, which speak much louder than a previous paycheck.

How to Handle the "Underpaid" Scenario

If you recently took a pay cut due to a layoff or a career pivot, you might worry that your current low salary will anchor your future offers. The truth is that quality employers understand the market fluctuates. They know that if they underpay you, you will likely leave within a year for a better offer. It is in their best interest to pay you fairly.

The Strategy of Radical Transparency

The best approach is to be honest about your trajectory. You can explain: "In my role two years ago, I was at the $90,000 level. After a market shift, I took my current role at $65,000 because I wanted to stay active in the industry, but I am now looking to return to a compensation level that reflects my full experience." This level of honesty builds rapport and shows you are a pragmatic, high-value professional.

• Acknowledge the gap: Briefly explain why you accepted a lower rate.
• Highlight growth: Mention any new certifications or skills you've gained since then.
• Pivot to the future: Shift the conversation to what you are looking for now.

Shifting the Focus to Market Value

In many regions, it is now illegal for employers to ask for your salary history. However, they can always ask about your salary expectations. This is where your research becomes your strongest tool. You must know your worth based on your specific role, years of experience, and geographic location.

While data from sites like Salary.com provides a baseline, avoid using them as a "weapon" in negotiations. An employer won't increase an offer just because a website says they should; they will increase it because they see the value you bring to their specific problems. Ensure your ATS-optimized resume clearly demonstrates the ROI you provide, making a higher salary a logical investment for the company.

Defining Your Salary Range

When asked about your expectations, provide a range rather than a single number. This shows flexibility while protecting your bottom line. Ensure your range is backed by evidence of your achievements. For example, if you are applying for a leadership role, your resume summary should reflect the scale of the budgets or teams you have managed previously.

The Importance of Professional Presentation

Your ability to negotiate a higher salary often starts long before the interview. It begins with how you present yourself on paper. A cluttered or poorly formatted document can subconsciously signal that you are a lower-tier candidate. Using a professional resume builder ensures that your first impression is one of high-level competence.

If you are unsure if your current documents are doing you justice, you can use a free ATS checker to see how an automated system views your value. Often, the difference between a mid-level offer and a senior-level offer comes down to how effectively you have communicated your key skills and evidence of impact.

Ultimately, the salary conversation is a business negotiation. By staying honest about your past and confident about your future, you position yourself as a candidate of high integrity—someone worth every penny of their asking price.