10 Salary Negotiation Mistakes HR Won't Tell You

You just got your first job. This is an exciting and burdensome time. The prospect of negotiating your first salary is extra discouraging, you don't want to offend anyone, so you're considering skipping the negotiation altogether.

But negotiating your salary is very important, especially in your first job. Your first salary will be the anchor for your entire career, and promotions, dividends, and even retirement savings will all be affected by your first income. Starting too low can be an expensive mistake.

Drawing on our decades of experience researching negotiation, we guide undergraduates, graduate students and executives on how to negotiate, while also offering negotiation workshops for participants of all ages and around the world. We want to debunk a lot of popular myths that keep people from getting back to the negotiating table.

Myth 1

I don't have much work experience, so I don't have any bargaining power

Many first-time job seekers don't understand that, from a recruiting perspective, the recruiting process can be stressful. Employers need to sift through dozens, often hundreds, of resumes, spend a lot of time choosing which applicants to interview, and spend a lot of time on-site interviews and hiring. From this point of view, employers put a lot of effort into selecting candidates. Therefore, even newcomers who have just worked have a certain ability to negotiate salary.

Myth 2

I don't have another offer, so I can't negotiate

While not having another job gives you more negotiating power, you can certainly negotiate a salary, even if you don't even have one. Ask (rather than ask) whether employers can raise wages. If you can't, you can still accept it gracefully.

Myth 3

The salary for this job has exceeded my expectations, so there is no need to negotiate any more

If a job pays more than you expected, it could mean you haven't calibrated yourself well. Don't try to avoid your mistakes by not negotiating. You don't want to start a job that pays less than someone else doing the same job.

Myth 4

If I'm a woman, I shouldn't negotiate, people will dislike me for it

This assumption often discourages women from bargaining. However this is not correct. Of course, it is not advisable for both men and women to negotiate aggressively and arrogantly. Positive, collaborative, and problem-solving strategies can lead to a good deal and build a productive relationship with your colleagues.

Myth 5

Economic downturn, this is not a good time to negotiate salary

Despite the economic challenges of the past decade, talented people are still hard to find and worth hiring. Also, most employers deliberately leave some vacancies in the salary they offer in anticipation of negotiating with the hired. If you don't, you miss out on an opportunity that could have made a big profit. Also, salary isn't the only subject to negotiate: tuition reimbursement, work schedules, housing grants, and job assignments are all things that need to be negotiated. Identify the factors that are most important to your career, then consult with employers on these topics.

Myth 6

I can search the internet to find all the salary data I need before negotiating

While the web is currently full of tons of salary data from some great websites, this information is generally pretty common. You should also use your education and career network to do some detailed research. Gather information about salary from your educational institution, friends and colleagues. Ask them, "What's a fair salary for this position?" instead of asking how much they make. At the same time, don't forget the geographic factor in compensation.

Myth 7

Preparation doesn't matter - the level of pay is entirely determined by my performance on the negotiating scene

The preparation you make before negotiating is more important than you think and can dramatically affect your negotiating performance. Do the necessary preparation, figure out what makes sense, and practice negotiating scenarios with friends until you get the right answer. Also, make sure you feel confident before negotiating: In our survey, we found that it helps you recall your confident state in the past, allowing you to imagine yourself negotiating for a friend.

Myth 8

Ask as much as you want

Do not! Be sure to ask for more than you want. Negotiations involve some back and forth, not a simple yes or no. Leave yourself some wiggle room to achieve what you really want.

Myth 9

If the new boss is quick to say yes, let's celebrate

When it comes to a marriage proposal, it's great to get an instant affirmation, but for a salary negotiation, an instant affirmation can mean you're not asking for more. Surveys show that setting a high but realistic target improves negotiating outcomes. Gather enough information ahead of time to make sure you don't "sell" yourself.

Myth 10

It's a mistake to be told that negotiation that doesn't make sense

By negotiating, you're showing your employer that you're going to become confident and that you know how to negotiate—a very valuable skill. During the negotiation process, you will also learn something that will benefit your future negotiations. Use this negotiation as an opportunity to learn about how compensation is determined and how your new company makes decisions.

Negotiation skills are very important to the success of your business, so don't pay for these myths. If you do your homework and negotiate for what you need, you will reap huge benefits in the years to come.