Sharing Salary Expectations Is Not Negotiation: Breaking a Common Mistake
Let’s get real for a moment. About 80% of my clients come to me with the same challenge: they have a hard time negotiating their salaries. Many of them believe they’re already negotiating by sharing their salary expectations early in the hiring process. The truth? That’s not negotiation. Salary negotiation happens only after you receive an offer. And the level of discomfort many people feel about asking for more money is shocking.
Think about it—time is our most valuable resource, and yet we often undervalue it. It goes deeper than just discomfort. Many of us are never taught how to handle money, and we grow up with the belief that speaking about money is taboo. It’s as if we’re conditioned not to ask for what is, essentially, a basic right: fair compensation for our time and skills. But we can change that. We can choose to approach this topic with courage.
If you are currently actively searching for a job you may wanna read this blog post as well: Why You Should Never Promise a Starting Date to a New Employer.
Why Don’t People Negotiate Their Salary?
There are several reasons why people hesitate to negotiate their salaries, even when they know they should. Let’s break it down:
They Don’t Know They Can: Many people think the salary offered is fixed and non-negotiable. This couldn’t be further from the truth. Most companies expect some back-and-forth.
They Don’t Know When to Negotiate: Salary discussions often begin with expectations early in the hiring process, but actual negotiations happen after an offer is made. Many candidates mistakenly treat the initial conversation as the only opportunity to discuss pay.
They Don’t Know How to Negotiate: Without a clear strategy, people feel lost. They don’t know what to say, how much to ask for, or how to justify their request.
They’re Satisfied with the Initial Offer: If the company matches their initial expectations, many candidates feel there’s no need to negotiate. But this mindset overlooks potential additional value.
They Fear Rejection or Losing the Offer: There’s often a misconception that negotiating could make an employer rescind the offer. In reality, this rarely happens.
Cultural Conditioning: Many people are taught not to speak openly about money. This societal taboo creates a barrier to discussing compensation confidently.
Why Salary Expectations Are Not Negotiation
Let’s make one thing clear: sharing your salary expectations is not the same as negotiating. Here’s why:
Limited Information at the Start: When you set your expectations early in the process, you don’t have all the details about the role, the company’s budget, or the benefits they might offer. Your expectations are based on limited information.
It’s Just an Expectation: At this stage, the company isn’t promising you anything. They’re simply collecting data to see if your expectations align with their budget. Real negotiations happen after both sides have all the facts.
The Dynamic Changes After an Offer: By the time you receive an offer, you’ve gone through interviews, learned about the role, and demonstrated your value. This is the point where you can confidently articulate what you believe you’re worth based on your new understanding.
Fairness in the Process: Just as the company takes time to evaluate you, you’re entitled to evaluate their offer. Negotiation is about finding a fair agreement after both parties have gained insights.
Why It’s Critical to Negotiate Your Salary
If you don’t negotiate, you could be leaving significant money on the table. Studies show that employers often have room to offer 10-20% more than their initial offer—but they won’t volunteer this unless you ask.
Additionally, many candidates mistakenly believe they’ll get a significant raise after their probation period or within the first year. In Germany, this is rare unless it was explicitly negotiated upfront. Raises for existing employees are typically much smaller than the increases offered to new hires.
If you’re still not convinced, read Why Your Salary Raise Feels Like a Letdown: When a 5% Isn’t Enough. The best time to set yourself up for financial stability is when you’re getting a job, not when you already have one.
Companies want to hire you. They’ve invested time and resources in the recruitment process and will often be willing to meet your terms. Not knowing how to negotiate or feeling uncomfortable isn’t an excuse—it’s something to overcome. Your financial future depends on it.
Are you ready to master the art of salary negotiation and take control of your career? Book a free, no-strings-attached session with me today, and let’s build a strategy that works for you.
Pro Tips for Salary Expectations and Negotiation
Share a Range, Not a Fixed Number: In Germany, salary expectations are typically discussed in terms of annual gross income (Bruttojahresgehalt). Instead of stating €70,000, say €70,000 to €80,000. A range gives you flexibility for later negotiations.
Be Strategic About Timing: When asked about salary expectations early in the process, provide your range but emphasize that you’d like to learn more about the role before discussing specifics.
Research and Justify Your Numbers: Know your market value by researching salaries for similar roles in your industry and location. Platforms like Glassdoor or StepStone can help.
Wait for the Offer: Once an offer is on the table, that’s your cue to negotiate. Even if the offer matches your expectations, don’t hesitate to ask for more. You can highlight your unique skills or the value you bring to justify your request.
Practice Confidence: Negotiating can feel uncomfortable, but it’s a normal part of the hiring process. Practice your responses and remember that employers often respect candidates who advocate for themselves.
Final Thoughts: Negotiating Is Your Right
Salary negotiation isn’t about being greedy—it’s about valuing your time, skills, and contributions. Remember, the initial offer is just a starting point. By negotiating effectively, you not only secure better pay but also demonstrate confidence and professionalism.
Are you ready to master the art of salary negotiation and take control of your career? Book a free, no-strings-attached session with me today, and let’s build a strategy that works for you.
Not yet ready to book a call, but would like to ask a question? Email or WhatsApp me.
Until our next breakthrough!
Let me know in the comments below if this article was helpful for you and what other topics you'd like me to cover next. Your feedback helps me create more content to support you on your journey.
