Don't settle for the first offer just because it feels like an improvement on what you had been getting.
Early in my career, I started with a low salary and was just happy to get anything better. What I didn’t consider was that I had graduated in 2002, right when the market had crashed. My starting salary reflected an artificial adjustment in the economy.
When the next job offer came along, I jumped at it. After all, it was more than what I had been making, so I figured it was a win. But later, I found out I could have been making $18,000 more—if I had only asked.
It’s easy to doubt your value when you’ve been underpaid, and that doubt can spill over into how you approach job offer negotiations. Many people hesitate to ask for more because they’re worried about pushing too hard and losing the offer. But this lack of confidence, combined with a shaky understanding of current market rates, often leads to accepting far less than you deserve.
The good news? You can change this.
Let’s explore five common mistakes people make when negotiating from a lower salary—and what you can do instead.
Focusing Too Much on Past Salary
The Mistake
Bringing up your past salary can anchor the conversation and limit your ability to negotiate higher. When employers hear a low number, it sets their expectations, keeping their offer closer to what you were previously earning.
What to Do Instead
Avoid mentioning your previous salary unless you're directly asked—and even then, try to defer it for as long as possible. Instead, frame the conversation around the market value of the role you’re applying for and the value you’ll bring to the company. Your previous salary is irrelevant to what you deserve now.
At the end of this article, I’ve included some strategies to help you navigate this.
Failing to Research Market Value
The Mistake
Without market research, you don’t have a basis to justify why you deserve more, and you may end up accepting a lower offer. Don't make this mistake. Don't wing it.
What to Do Instead
Take the time to research salary benchmarks for your industry, role, and region. Ask peers or alumni for insights, and consult salary resources like PayScale or H1Bdata.info. When you have concrete data, you can confidently state your salary expectations with justification that aligns with the market—and shows you’re informed.
Not Highlighting Your Impact
The Mistake
Focusing solely on your previous salary ignores the bigger picture: your measurable contributions. If you don’t showcase how you’ve made an impact in your previous roles, the conversation may stay stuck on your past pay instead of your real value.
What to Do Instead
Use metrics to highlight your achievements. Consider the projects you led, the revenue you generated, or the processes you improved. By pointing to concrete results, you shift the conversation from what you were paid to what you’ve accomplished. That makes it easier to justify a higher salary, regardless of what you were making before.
Accepting the First Offer Too Quickly
The Mistake
When I got that second job offer, I was so eager to accept it because it was more than what I had been making. I didn’t even think to negotiate. This is a common mistake for those coming from a low salary—you feel like anything more is a win, so you jump at the first offer.
What to Do Instead
Always negotiate. Even if the offer seems good, remember it’s just a starting point. Take your time, and don’t be afraid to ask for more, especially if you’ve done your market research and can demonstrate your value.
Lacking Confidence
A history of low salaries can erode your confidence, making you hesitant to ask for what you’re really worth. This hesitation can be perceived as uncertainty, which can affect how seriously employers take your requests.
What to Do Instead
Build your confidence through preparation. Practice your negotiation skills with a friend, mentor, or even by recording yourself on video. The more comfortable you are making your case, the more confident you’ll be in the actual negotiation.
3 Ways to Defer the Salary Question
When you’re not ready to discuss salary ranges, or want to shift the focus away from your past pay, here are a few ways to steer the conversation-
"Before we dive into specific numbers, I'd like to better understand the full scope of the role and what success looks like in this position. I can provide a more informed range after that."
"I’m more focused on finding a role where I can add the most value. Let’s discuss the responsibilities and goals for this position, and we can talk compensation once we’re aligned on the fit."
"Roles like this can vary in terms of responsibilities and impact, so I’d prefer to get a clearer sense of the role’s definition here before discussing salary expectations."
When you've been underpaid in the past, it's easy to doubt your worth, but your future salary should reflect your true value, not your past pay. Remember, you’re not negotiating based on where you’ve been; you’re negotiating based on the value you bring and the impact you’ll have.
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