How to nail your first job offer negotiation (and every one after that)

I didn't know much about negotiating when I received my first full-time job offer. The recruiter asked about my salary expectations. My answer? I voluntarily disclosed what I was making in my current role. Yikes.

The truth is, I was unprepared and allowed my limiting beliefs to win. I didn't negotiate. There was a voice in my head that questioned, who are you to negotiate as a new grad? What do you have to offer? Shouldn't you just be grateful to have landed a job?

I know my experience isn't unique. The majority of people I speak with remember receiving their first-ever job offer, and their memories are often filled with the regret of not negotiating.

"Traditionally, we've thought that it's not something we should do for our first job," says Wharton School faculty member and negotiation expert Mori Taheripour. "This is the anchor job. You probably feel like you're going into [the role] without the professional experience that you would have in two years."

We often have more experience than we credit ourselves for, but we don't view being the president of an on-campus organization or a volunteer at a local nonprofit as real-world experience. Except, it is.

"There's a lot to say about your experience and we forget how to tell those stories," Taheripour says. "You're probably more qualified than you think."

Having received a job offer should not only be proof that we are deserving of the opportunity, but also encouragement to advocate for ourselves. "They believed in you. You've achieved the hardest part. You are already at the table," she says.

I spoke to Taheripour, who is a LinkedIn Top Voice, to understand negotiation best practices for Gen Z. Below are excerpts from our conversation (some quotes were edited for length and clarity):

A recent survey found that Gen Z women entering the workforce expect lower salaries than their male peers. Why do you think that is?

These factors have not changed over time. The first is not recognizing that there is an opportunity to negotiate. When you don't allow yourself to even imagine that, then surely you're going to miss this moment. The other is the anxiety and fear associated with negotiations. We tend to think that negotiations are conflict driven. Change the conversation and say, 'What's the worst that can happen?' They can say, 'No, we can't do this.' It's not a rejection of you. Maybe they're limited in this role. Have the ability to say, 'If they say no, at least I've asked.' There are social consequences to negotiating for women far more than exist for men. If we don't abandon those gender expectations, then you are playing into those biases. Counter those biases by showing up in a certain way: confident, proud, organized, well-researched. 

What are the ramifications of not negotiating your first job offer, particularly for Gen Z women?

The ramifications are huge. It's not as though that first job, you start at a lower salary and then you'll never look back again. The [gender] pay gap doesn't shrink when you're not negotiating for more because there's a cumulative effect to the disproportionality of the pay gap. Over time, it doesn't go away. It becomes hundreds of thousands of dollars. To see it on paper, you sort of understand, 'I should have negotiated for more along the way.'

What type of mindset should Gen Zers have going into a negotiation?

Having a mindset of gratitude is really important. But when it comes to self-advocacy, a lot of times you hear, 'Well, I should just be grateful.' That's different from 'I am grateful.' When you say, 'I should be grateful for just having a job offer,' what that really is communicating is that maybe you didn't necessarily deserve to be here in the first place. These are those imposter-syndrome seeds that are planted really early. I always say, it's wonderful to have this mindset of gratitude, but that better come with an understanding of the fact that you didn't get here by happenstance. They didn't offer you this job because it happened to be your lucky day. You have earned every single one of the things that makes you a qualified candidate for this job.

How should Gen Zers prepare for a negotiation?

The benefit this generation has is pay transparency. When we have access to that information, it allows us to not only be well-researched, but also to level our personal expectations. That's part of the bigger conversation around preparation. This is for negotiations across the board: Who are you negotiating with? Know about the company. Take a look at yourself and all that you've done. If part of your preparation is to tell yourself all of the things you've done that have been wins, it makes them top of mind. That alone gives you much more confidence than you would've had without that information.

What are some best practices to follow during a negotiation? 

Be present, not distracted. This is the most important place. We message that not just by what we say, but the way we show up. The presentation of that messaging is really important. 'I want a higher salary because I deserve it' is probably not the best way to frame it. 'I'm asking for a higher salary because the location is expensive.' Maybe you've estimated what your cost of living will be. The more data you put into it, the better. Then, being able to use your own resources that we overlook, particularly as women. We're emotionally intelligent. We are far more likely to think about relationships and build bridges and rapport. We have all these superpowers that we don't even consider. Valuing those qualities about ourselves and utilizing them is really important.

What aspects of a job offer are negotiable, aside from salary?

Your salary may not be the only thing that you have the ability to negotiate. We have to ground ourselves first and understand what's most important to us ... and not just in the here and now. 'As I look out, where do I want to be in three years? Where do I want to be in five years?' That changes the dynamic of the way you look at that compensation package. At this point, maybe it's a different title. Maybe it's vacation time. Maybe it's greater flexibility in your schedule. Relocation package, health benefits are all part of that compensation package. You have to think, 'What are the things that are most important to me?' If they say no to one thing, you can move to another.

💡 What do you wish you knew when negotiating your first job offer? Share in the comments below.

📝 Always be a student

For more advice on learning how to confidently negotiate, check out this LinkedIn Learning course from negotiation expert Kwame Christian. It covers everything from understanding your values to giving yourself time to consider an offer. You can watch the course below or by clicking here. Also, be sure to subscribe to Kwame's newsletter for more negotiation insights. 

📚 College corner 

How to choose a college major by Helen Harris: Choosing a college major may be as simple as choosing what your parents did — or didn’t. Or doing what you’ve dreamed about since you were a kid. But what if you just aren’t sure? Well, it’s never too early to start “trying on different careers,” and there are assessments, college resources and mentors to guide you along the way. Read more here.

How to find extracurricular activities in college by LinkedIn News: Students participate in extracurricular activities to develop skills, meet people and experience everything college life offers. Students must consider the many available options before committing to one (or more) that sparks their interest. Learning about activities their school provides and how to find them is the perfect place to start. Read more here.

How to network in college by Helen Harris: Once on your college campus, not only does a journey in higher education begin but also the discovery of your professional career. How? The power of networking. By attending classes and conferences, embracing the resources of faculty and alumni, and even doing a bit of online networking yourself, you can blaze the path to a powerful beginning in your career of choice. Read more here.

🎥 9-to-5 with me 

How do you stand out as a Gen Z job seeker? Gen Z career coach Jade Walters says it's all about owning what makes you unique and building a personal brand. "Don't be afraid to highlight your passions in your resume, whether it's your blog, your small-owned business, your YouTube channel, your podcast, etc," she says. Check out Jade's day-in-the-life video below for more advice.

What does a typical day look like for you? Share a video on LinkedIn using #9to5withme.

🚺 Women's History Month

Younger women on TikTok are entering their Corporate Girl era, sharing a behind-the-scenes look at what it's really like to work in the corporate world. From day-in-the-life videos to comedy sketches to fashion tips, the #CorporateGirl trend is all about showcasing "the success, ambition, and style of young women in the workplace," writes Welcome to the Jungle's Kim Cunningham. See Kim's post below for a look at how the TikTok trend is challenging gender stereotypes.