Lack of preparation – no plan, no success
Probably the most common mistake in salary negotiations is going in unprepared. If you spontaneously ask for “more money” without giving specific figures, market comparisons, or your own achievements, you come across as ill-considered – and you ruin your chances of having a convincing conversation.
Why is this a problem?
Because employers need measurable arguments. Emotions or mere wishes are not a foundation for successful negotiations.
What you can do better:
✅ Find out in advance about the usual salary ranges in your industry, e.g., in the StepStone Salary Report or via Kununu salary comparisons.
✅ Record your own successes and achievements in writing.
✅ Develop a clear argumentation structure that shows: “I bring X – and that's exactly why I'm worth Y.”
“I need more money because my rent has gone up...”
A classic – and a big mistake in salary negotiations. Personal cost increases (rent, inflation, living expenses) are not a basis for negotiation. Your salary is not based on your expenses, but on your value to the company.
Why is this problematic?
Such explanations come across as emotional and subjective. They have nothing to do with your work performance – and ignore the economic benefits for the company.
What you can do better:
✅ Focus on the added value you bring to the company.
✅ Show what measurable results you have delivered (e.g., increased sales, efficiency gains, project responsibility).
✅ Argue strategically: “Since project XY, I have been able to improve area Z by X% – therefore, I consider a fair salary adjustment of XY € to be appropriate.”
Between uncertainty and overconfidence: Finding the right balance
Being hesitant is just as awkward as being too pushy. If you set your sights too low, you're selling yourself short. If you start with ultimatums or unrealistic demands, you'll scare the other person away.
Why is this tricky?
Starting too high signals a lack of realism. Starting too low shows a lack of self-confidence.
What you can do better:
✅ Find your market value – be realistic but ambitious.
✅ Set a specific goal but be open to counteroffers.
✅ Show that you are willing to negotiate: e.g., with suggestions such as a gradual salary increase upon achieving goals or additional benefits (e.g., further training, flexible working time models).
Saying “yes” too quickly – and wasting potential
Some people are so happy about an offer that they accept it immediately – without asking any questions. However, it is precisely at this stage that room for negotiation is often wasted.
Why is this a mistake?
Because you settle for the initial offer even though you could perhaps get more – whether in terms of salary, benefits, or development opportunities.
What you can do better:
✅ Give yourself time to think it over. A confident “I'd like to take some time to think about it” is perfectly legitimate.
✅ Check the overall package: Is there any leeway when it comes to bonus payments, working from home arrangements or further training?
✅ Ask specific questions: “What opportunities are there to expand the package in the coming months?”
Bad timing – the perfect moment is worth its weight in gold
Even the best arguments are of little use if you present them at the wrong moment. Right after a failed project, during the holiday season, or between meetings? Not a good idea.
Why is this critical?
Because the context of a salary negotiation plays a role in how openly your counterpart responds to your request.
What you can do better:
✅ Choose the timing carefully: e.g., after successfully completed projects, in employee appraisals, or during regular salary reviews.
✅ Make an appointment with a clear reference to the topic: “I would like to talk about my development and my salary—when would be a good time for you?”
Conclusion: Those who are well prepared win—in the long run
Salary negotiations are not a sprint, but a strategic process. Those who prepare, set realistic goals, and present the right arguments at the right time have the best chances. And those who avoid emotional or unprofessional explanations increase their credibility—and thus their negotiating position.
Final tip:
Salary is important – but it's not everything. Those who focus not only on the monetary aspect but also on personal development, meaningful work, and quality of life will be more successful and satisfied in the long run.
