How to Negotiate When Salary Ranges Are Public
Salary transparency changes negotiation dynamics. Here is how to aim for the top of the range and justify why you belong there.
Something interesting happens when salary ranges are public: most candidates still end up at the midpoint or below. Not because employers won't pay more - but because candidates don't ask for the top with any real conviction.
Here's how to not be that candidate.
The information advantage has shifted
For years, salary negotiation was asymmetric. Employers knew the range, the market rates, and what their last hire made. You were guessing. You'd anchor somewhere and hope.
With transparent ranges, you now know exactly what the band is before the first interview. That's a meaningful change - use it.
Don't treat the bottom of the range as the starting point
Employers post ranges. They don't post where they expect to land. The fact that a range shows €60k-€90k doesn't mean they're expecting to pay €60k. It means someone approved that band, which means the budget exists for the top.
Start your stated expectation at the top third of the range, not the middle. If the posting says €60k-€90k, say you're targeting €80k-€90k. You have the data to justify it; use it.
How to justify being at the top
This is where most candidates struggle. They ask for the top but can't articulate why they belong there. The justification doesn't need to be elaborate - it needs to be specific.
"I've been working in this area for six years with a consistent track record of [specific outcome]. Based on the range you've published and similar roles in the market, I'd be targeting the upper end - around €85k."
That's it. Specific experience, market context, clear number. No apologizing.
What happens when they push back
They might say the top of the range is for candidates with more experience, or that they were thinking more around the middle. This is normal and not a rejection.
Ask what would make the difference. Sometimes there's a clear answer - a skill or experience gap you could address. Sometimes it's budget politics with no real substance. Knowing which you're dealing with tells you how hard to push.
The variables beyond base salary
Public ranges usually show base salary. They often don't show bonus structure, pension contributions, or review timelines. These can meaningfully change the total value of an offer.
Before you conclude that a number is final, ask about the full package. A €75k base with a 15% annual bonus and a pension match is a different offer than €80k with none of those.