The salary anchor problem (and how to neutralise it)
Whoever says a number first usually loses ground. Here's a clean script that keeps the conversation about value, not history.
The anchor trap
Most companies still ask "what's your current CTC?" early. If you answer with the number, you've just anchored every future conversation to your past — including any artefacts of your past that aren't relevant to this role.
A scripted response that works
"I'd rather discuss the range for this role and what you're looking for at this level. My past compensation reflects a different scope; what matters is whether we agree on the value here."
You're not refusing. You're redirecting.
When they push
Some recruiters will push twice. A clean second answer:
"I'm happy to share once we're aligned on the scope. Could you share the band you're working with for this role?"
If they refuse to share anything, that itself is information.
If you have to share
Frame it with scope, not just a number:
- "In my current role, I'm compensated around X for [list scope], without [missing scope]."
- This makes the anchor about the job, not your value.
The bigger lesson
The candidate who treats compensation as a conversation about future scope — not a record of past pay — does better. Almost without exception.