Last Week in Edition 20
We scripted the leaving answer. This week, we tackle the other interview question that quietly costs candidates the most money - salary history - and the deflections that protect your next offer even when the question is technically legal where you are.
Roughly 25 states and many cities have banned employers from asking for your salary history. That is the good news. The bad news is that it still gets asked constantly, the laws vary by state, and even where asking is illegal, recruiters still find ways to fish.
Answering honestly almost always costs you money. If your last role underpaid you by 15 percent, and the new company anchors to that number, you carry the underpayment forward for years. Here is how to deflect cleanly regardless of whether the question is technically legal.
The Midweek Check-In
Do you know if your state has a salary history ban? If not, you should. It affects how much you push back. The tool below has the current state-by-state reference.
If someone asks you the question today, what is your default answer? If it is a number, you are almost certainly leaving money on the table. Even if you are happy at your current rate, anchoring is a real force.
Can you say "I would rather not share that" without apologizing? Most candidates cannot. The apology is what makes it land wrong, not the deflection.
The Shift That Changes Everything
Salary history is not information they are entitled to. It is information you can choose to share or not. When candidates treat it as required, they answer. When candidates treat it as optional, they deflect - and recruiters almost always accept the deflection.
Your next salary should be determined by the market for this role, not by what your last employer paid you. That is the whole game.
The Framework: Three Deflection Strategies
01The Legal Push-Back (where it applies)
In states with salary history bans, you can simply say: "I understand that question is not something you can ask under [state] law, but I am happy to discuss what I am targeting for this role." Said calmly, it closes the conversation without drama.
02The Market-Frame Deflection (everywhere)
Whether legal or not, this one works: "I prefer to focus on what the market rate is for this role rather than what I was paid previously. Based on research, I am targeting [range]. Can you share the range you have budgeted?"
03The Forward-Frame Deflection
When they push harder: "My last role was at a company with different economics than this one. What matters to me is finding alignment on what this role is worth. Can we start there?" Polite, composed, forward-looking.
What Makes Deflection Fail
A deflection fails when you apologize or get defensive. Neither is necessary.
- Do not start with "I'm not comfortable sharing..." That invites a follow-up.
- Do not say "I'd rather not..." That reads as shifty.
- Do say "I prefer to focus on..." or "I'd rather discuss..." - those are forward-looking and composed.
- Never say a number, even a fake one. The moment a number enters the conversation, they anchor.
Your Strategy Through Friday
If you have a phone screen this week
Open the Salary History Deflection Scripts below. Pick the one that matches your state's law and your comfort level. Rehearse it out loud twice.
If you live in a state with a salary history ban
Check the state-by-state reference below. Some bans only apply to public employers or large companies. Know exactly what protection you have before you push back.
If you already answered in a previous conversation
You can reset. "I want to revisit what I shared earlier - I'd prefer to focus on what the market rate is for this role rather than my history at my last company." No apology. Just a reset.
The Midweek Mindset
Every salary history question is a test of whether you will anchor yourself or negotiate from the market. Candidates who anchor lose tens of thousands of dollars over the life of the role. Candidates who deflect walk in with full leverage.
The deflection is not rude. It is professional. The candidates who do it well are the ones hiring managers respect most.
Deflect the history question cleanly.
Unlock the Salary History Deflection Scripts and the State-by-State Legal Reference.
Open the ScriptsCheck My State