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<!DOCTYPE html>    <html class="">  <head> <meta charset="utf-8" /> <meta http-equiv="X-UA-Compatible" content="IE=edge"/> <meta name="msapplication-config" content="none"/> <title>Research: Negotiating Is Unlikely to Jeopardize Your Job Offer</title> <link rel="canonical" href="https://hbr.org/2024/05/research-negotiating-is-unlikely-to-jeopardize-your-job-offer"/> <meta name="item-id" content="tag:blogs.harvardbusiness.org,2007-03-31:999.382533"/> <meta property="og:type" content="article"/> <meta property="article:section" content="Negotiating skills"/> <meta name="twitter:site" content="@harvardbiz"/> <meta name="item-name" content="Research: Negotiating Is Unlikely to Jeopardize Your Job Offer"/> <meta name="page-category-name" content="Negotiating skills"/> <meta name="description" content="Job seekers worry about negotiating an offer for many reasons, including the worst-case scenario that the offer will be rescinded. Across a series of seven studies, researchers found that these fears are consistently exaggerated: Candidates think they are much more likely to jeopardize a deal than managers report they are. This fear can lead candidates to avoid negotiating altogether. The authors explore two reasons driving this fear and offer research-backed advice on how anxious candidates can approach job negotiations."/> <meta property="article:publisher" content="https://www.facebook.com/HBR"/> <meta property="article:modified_time" content="2024-05-09T14:06:44Z"/> <meta property="og:image" content="https://hbr.org/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk.jpg"/> <meta name="apple-itunes-app" content="app-id=1445571382, app-argument=https://hbr.org"/> <meta name="twitter:card" content="summary_large_image"/> <meta property="article:published_time" content="2024-05-08T12:05:26Z"/> <meta property="og:url" content="https://hbr.org/2024/05/research-negotiating-is-unlikely-to-jeopardize-your-job-offer"/> <meta property="article:tag" content="Negotiating skills"/> <meta property="article:tag" content="Careers"/> <meta property="article:tag" content="Job search"/> <meta property="article:tag" content="Hiring and recruitment"/> <meta property="article:tag" content="Managing yourself"/> <meta name="twitter:image" content="https://hbr.org/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk.jpg"/> <meta name="primary-editor" content="175"/> <meta property="og:description" content="Job seekers worry about negotiating an offer for many reasons, including the worst-case scenario that the offer will be rescinded. Across a series of seven studies, researchers found that these fears are consistently exaggerated: Candidates think they are much more likely to jeopardize a deal than managers report they are. This fear can lead candidates to avoid negotiating altogether. The authors explore two reasons driving this fear and offer research-backed advice on how anxious candidates can approach job negotiations."/> <meta name="twitter:creator" content="@harvardbiz"/> <meta name="article-content-type" content="Digital Article"/> <meta property="og:site_name" content="Harvard Business Review"/> <meta name="viewport" content="initial-scale=1,width=device-width"/> <meta name="page-category-id" content="391688"/> <meta name="uid" content="7EB15D09A693593F169AB146DC6DA932"/> <meta name="shopper-attributes" content="state:guest"/> <meta property="og:title" content="Research: Negotiating Is Unlikely to Jeopardize Your Job Offer"/> <meta name="page-type" content="ITEM"/> <meta name="page-id" content="300"/> <meta name="ox-group" content="537063787"/> <meta name="robots" content="max-image-preview:large">  <script type="text/javascript"> ;window.NREUM||(NREUM={});NREUM.init={distributed_tracing:{enabled:true},privacy:{cookies_enabled:true}}; ;NREUM.loader_config={accountID:"858143",trustKey:"858143",agentID:"16887721",licenseKey:"e93df31780",applicationID:"8171118"}; ;NREUM.info={beacon:"bam.nr-data.net",errorBeacon:"bam.nr-data.net",licenseKey:"e93df31780",applicationID:"8171118",sa:1}; ;/*! 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content-area--left-aligned"> <div class="pre-container"> <div class="headline-wrapper"> <div class="top-components article-width-wrapper"> <div class="site-logo--for-print standard"> <img src="/resources/css/images/HBR_logo_black.svg"> </div> <div class="slug-container"> <a class="slug-content" href="/topic/subject/negotiating-skills"> Negotiating skills </a> </div> <div class="headline-container"> <h1 class="article-hed"> Research: Negotiating Is Unlikely to Jeopardize Your Job Offer </h1> </div> <div class="article-dek-group"> <div class="article-dek">A series of seven studies found that candidates have more power than they assume. <div class="article-byline "> <span class="by-prefix">by </span> <ul class="article-byline-list"> <li class="article-author"><a href="/search?term=einav%20hart">Einav Hart,</a></li> <li class="article-author"><a href="/search?term=julia%20bear">Julia Bear,</a></li> <span class="last-author-joint"> and </span> <li class="article-author"><a href="/search?term=zhiying%20(bella)%20ren">Zhiying (Bella) Ren</a></li> </ul> </div> </div> </div> <div class="article-byline detached"> <span class="by-prefix">by </span> <ul class="article-byline-list"> <li class="article-author"><a href="/search?term=einav%20hart">Einav Hart,</a></li> <li class="article-author"><a href="/search?term=julia%20bear">Julia Bear,</a></li> <span class="last-author-joint"> and </span> <li class="article-author"><a href="/search?term=zhiying%20(bella)%20ren">Zhiying (Bella) Ren</a></li> </ul> </div> <div class="pub-date"> May 08, 2024 </div> </div> </div> </div> <div class="standard--container"> <div class="article-width-wrapper flexed"> <hero-image > <div class="hero-image-content "> <img src="/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk.jpg" alt="" title="" aria-label="" sizes="(min-width: 64em) 84vw, 100vw" srcset="/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk.jpg 1200w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-300x169.jpg 300w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-1024x576.jpg 1024w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-768x432.jpg 768w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-500x281.jpg 500w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-383x215.jpg 383w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-700x394.jpg 700w, /resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-850x478.jpg 850w" /> <div class="container--caption-credits-hero "> <span class="credits--hero-image">HBR Staff/Pexels/Unsplash</span> </div> </div> </hero-image> <page-utils class="article-utils--horizontal-topbar hide-small hide-for-print" data-js-target="page-utils" data-id="tag:blogs.harvardbusiness.org,2007-03-31:999.382533" data-title="Research: Negotiating Is Unlikely to Jeopardize Your Job Offer" data-url="/2024/05/research-negotiating-is-unlikely-to-jeopardize-your-job-offer" data-topic="Negotiating skills" data-authors="Einav Hart; Julia Bear; Zhiying (Bella) Ren" data-content-type="Digital Article" data-content-image="/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-383x215.jpg" data-summary="<p>A series of seven studies found that candidates have more power than they assume.</p> "> <ul> <li class="twitter-icon"> <a href="http://twitter.com/HarvardBiz" target="_blank" rel="noopener noreferrer" js-target="twitter-share"> <i class="updated-twitter-x-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-twitter-x-icon"></use></svg> </i> <div class="utility--icon-label">Post</div> </a> </li> <li class="facebook-icon"> <a href="http://www.facebook.com/HBR" target="_blank" rel="noopener noreferrer" js-target="facebook-share"> <i class="updated-facebook-icon"> <svg 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data-reprint-product-id="H0875X-PDF-ENG"> <i class="updated-buy-copies-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-buy-copies-icon"></use></svg> </i> <div class="utility--icon-label">Buy Copies</div> </a> </li> <li class="print-page"> <a href="javascript:window.print();" js-target="print-article"> <i class="updated-print-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-print-icon"></use></svg> </i> <div class="utility--icon-label">Print</div> </a> </li> </ul> </page-utils> <div class="article-summary" more-caption="more" close-caption="close"> <span class="summary-header font-bold">Summary.   </span> <span class="summary-text"><p>Job seekers worry about negotiating an offer for many reasons, including the worst-case scenario that the offer will be rescinded. Across a series of seven studies, researchers found that these fears are consistently exaggerated: Candidates think they are much more likely to jeopardize a deal than managers report they are. This fear can lead candidates to avoid negotiating altogether. The authors explore two reasons driving this fear and offer research-backed advice on how anxious candidates can approach job negotiations.</p> </span> </div> <div class="article-body standard-content"> <div class="left-rail--container "> <page-utils class="article-utils--vertical hide-for-print" data-js-target="page-utils" data-id="tag:blogs.harvardbusiness.org,2007-03-31:999.382533" data-title="Research: Negotiating Is Unlikely to Jeopardize Your Job Offer" data-url="/2024/05/research-negotiating-is-unlikely-to-jeopardize-your-job-offer" data-topic="Negotiating skills" data-authors="Einav Hart; Julia Bear; Zhiying (Bella) Ren" data-content-type="Digital Article" data-content-image="/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-383x215.jpg" data-summary="<p>A series of seven studies found that candidates have more power than they assume.</p> "> <ul> <li class="twitter-icon"> <a href="http://twitter.com/HarvardBiz" target="_blank" rel="noopener noreferrer" js-target="twitter-share"> <i class="updated-twitter-x-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-twitter-x-icon"></use></svg> </i> <div class="utility--icon-label">Post</div> </a> </li> <li class="facebook-icon"> <a href="http://www.facebook.com/HBR" target="_blank" rel="noopener noreferrer" js-target="facebook-share"> <i class="updated-facebook-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-facebook-icon"></use></svg> </i> <div class="utility--icon-label">Post</div> </a> </li> <li class="linkedin-icon"> <a href="https://www.linkedin.com/company/harvard-business-review?trk=biz-companies-cym" target="_blank" rel="noopener noreferrer" js-target="linkedin-share"> <i class="updated-linkedin-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-linkedin-icon"></use></svg> </i> <div class="utility--icon-label">Share</div> </a> </li> <li class="annotate-icon hide do-not-show" js-target="annotate-icon"> <a js-target="handle-mindstone-click"> <i class="mindstone-icon-black" js-target="mindstone-icon-black"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#mindstone-icon-black"></use></svg> </i> <div class="utility--icon-label">Annotate</div> </a> <li> <a href="#" target="_blank" rel="noopener noreferrer" js-target="save-flyout"> <i class="updated-save-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-save-icon"></use></svg> </i> <div class="utility--icon-label">Save</div> </a> </li> <li class="pdf-download hide-for-non-subscriber"> <a rel="noopener noreferrer" href="#" js-target="pdf-download-link" data-reprint-product-id="H0875X-PDF-ENG"> <i class="updated-download-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-download-icon"></use></svg> </i> <div class="utility--icon-label">Get PDF</div> </a> </li> <li class="buy-copies"> <a target="_blank" rel="noopener noreferrer" href="/product/research-negotiating-is-unlikely-to-jeopardize-your-job-offer/H0875X-PDF-ENG" js-target="buy-reprint-link" data-reprint-product-id="H0875X-PDF-ENG"> <i class="updated-buy-copies-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-buy-copies-icon"></use></svg> </i> <div class="utility--icon-label">Buy Copies</div> </a> </li> <li class="print-page"> <a href="javascript:window.print();" js-target="print-article"> <i class="updated-print-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-print-icon"></use></svg> </i> <div class="utility--icon-label">Print</div> </a> </li> </ul> </page-utils> </div> <content js-target="article-content" data-key="MLsT1IGFFDrSl+v7h5tW5Jx7U19ZVPGX1UpWh/kOisdzTKfg+N0XvWS5VLhMJ8T8" data-index="BM5l29iJY6Ee+8B2yfNlrdgbvN4VLOJhHh/T44P8lW7Qx36hRJDAAtZGcb2p7UkXLsmxg1w0TTGTOLpU31ED+Q==" data-waiver="false" data-page-year="2024" data-page-month="05" data-page-seo-title="research-negotiating-is-unlikely-to-jeopardize-your-job-offer" data-page-adUnit-locations="" data-page-slug="article" data-piano-verified="false" > <p>Imagine that you just received a job offer for a position you are excited about. Now what? You might consider <a href="/2020/12/negotiating-a-job-offer-heres-how-to-get-what-you-want">negotiating for a higher salary, job flexibility, or other benefits</a>, but you鈥檙e apprehensive. You can鈥檛 help thinking: What if I don鈥檛 get what I ask for? Or, in the worst-case scenario, what if the hiring manager decides to withdraw the offer?</p> </content>  </div> </div> <div class="right-rail--container"> <div class="right-rail--inner"> <div class="hide-for-article-small hide-for-print right-rail-ads"> <div id="DFP_TITLE_pos2"> <script type="text/javascript"> if (isAdobeSync()) googletag.cmd.push(function() { googletag.display("DFP_TITLE_pos2"); }); </script> </div> </div> <personalization-placement class="personalization-placement" data-placement-id="right1"></personalization-placement> <div class="hmm-right-rail-placement do-not-show" js-target="right-rail-tout"> <div class="hmm-right-rail-placement-wrapper" js-target="hmm-right-rail-placement-wrapper"> <div class="relative"><span class="hmm-label">New!</span></div> <div class="hmm-title-wrapper flex-container"> <img class="hmm-learning-icon" src="/resources/css/images/hmm/HBR-learning-icon.png"/> <div>HBR Learning</div> </div> <div class="hmm-tout-image-margin"> <img class="hmm-tout-image" src="/resources/images/hmm/Course_Illustrations/Negotiating_Course/topic_landing_page_1400.png"/> </div> <div class="hmm-catchphrase">Negotiating Course</div> <div class="hmm-subscribers-hook hmm-marketing-description do-not-show">Accelerate your career with Harvard ManageMentor®. 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Access more than 40 courses trusted by Fortune 500 companies.</div> <div class="hmm-subscribers-hook">Maintain relationships, resolve conflicts, and get the outcome you need.</div> <a href="/api/hmm/link?url=%2Fcontent%2Fnegotiating%2Flandingpage.html%3Futm_source%3Dhbrwebsite%26utm_medium%3Darticle-tout" target="_blank" data-course-slug="negotiating"><div class="hmm-start-button"><span class="hmm-button-text">Start Course</span></div></a> <a class="hmm-more-link" href="/learning?ab=articlepage_hmm-landing_hmm-tout-rightrail">Learn More & See All Courses</a> </div> </div> <div class="right-rail-piano-container advertising"></div> <div class="ecommerce-module hide-for-article-small hide-for-print"> <personalization-placement class="personalization-placement" data-placement-id="right_rail3"></personalization-placement> </div> <div class="related-topics--common related-topics--textnotmobile hide-for-print"> <span class="related-topics--links">Read more on <a href="/topic/subject/negotiating-skills?ab=articlepage-topic"><strong>Negotiating skills</strong></a> or related topics <a href="/topic/subject/careers?ab=articlepage-topic"><strong>Careers</strong></a>, <a href="/topic/subject/job-search?ab=articlepage-topic"><strong>Job search</strong></a>, <a href="/topic/subject/hiring-and-recruitment?ab=articlepage-topic"><strong>Hiring and recruitment</strong></a> and <a href="/topic/subject/managing-yourself?ab=articlepage-topic"><strong>Managing yourself</strong></a> </span> </div> </div> </div> </div> <div class="post-container"> <div class="article-width-wrapper"> <ul class="author-bio author-bio--mobile-only"> <li> <div> <author-avatar data-url="/resources/images/article_assets/2020/11/110-einav-hart.jpg" data-author-name="Einav Hart" data-js-target="author-avatar" style="background-image: url(/resources/images/article_assets/2020/11/110-einav-hart.jpg);"> </author-avatar> </div> <div> <span> <a href="/search?term=einav%20hart&search_type=search-all">Einav Hart</a> is an assistant professor of management at George Mason University’s Costello College of Business, and a visiting scholar at the Wharton School. Her research interests include conflict management, negotiations, and organizational behavior. </span> </div> </li> <li> <div> <author-avatar data-url="/resources/images/article_assets/2017/06/110-julia-bear.jpg" data-author-name="Julia Bear" data-js-target="author-avatar" style="background-image: url(/resources/images/article_assets/2017/06/110-julia-bear.jpg);"> </author-avatar> </div> <div> <span> <a href="/search?term=julia%20bear&search_type=search-all">Julia Bear</a> is a professor of organizational behavior at the College of Business at Stony Brook University (SUNY). Her research interests include the influence of gender on negotiation, as well as understanding gender gaps in organizations more broadly. </span> </div> </li> <li> <div> <author-avatar data-url="/resources/images/article_assets/2024/04/110-zhiying-ren.jpg" data-author-name="Zhiying (Bella) Ren" data-js-target="author-avatar" style="background-image: url(/resources/images/article_assets/2024/04/110-zhiying-ren.jpg);"> </author-avatar> </div> <div> <span> <a href="/search?term=zhiying%20(bella)%20ren&search_type=search-all">Zhiying (Bella) Ren</a> is a doctoral student at the Wharton School of the University of Pennsylvania. Her research focuses on conversational dynamics in organizations and negotiations. </span> </div> </li> </ul> <page-utils class="article-utils--horizontal hide-for-print" data-js-target="page-utils" data-id="tag:blogs.harvardbusiness.org,2007-03-31:999.382533" data-title="Research: Negotiating Is Unlikely to Jeopardize Your Job Offer" data-url="/2024/05/research-negotiating-is-unlikely-to-jeopardize-your-job-offer" data-topic="Negotiating skills" data-authors="Einav Hart; Julia Bear; Zhiying (Bella) Ren" data-content-type="Digital Article" data-content-image="/resources/images/article_assets/2024/04/May24_02_-9489091_Goe0YHDCwXk-383x215.jpg" data-summary="<p>A series of seven studies found that candidates have more power than they assume.</p> "> <ul> <li class="twitter-icon"> <a href="http://twitter.com/HarvardBiz" target="_blank" rel="noopener noreferrer" js-target="twitter-share"> <i class="updated-twitter-x-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-twitter-x-icon"></use></svg> </i> <div class="utility--icon-label">Post</div> </a> </li> <li class="facebook-icon"> <a href="http://www.facebook.com/HBR" target="_blank" rel="noopener noreferrer" js-target="facebook-share"> <i class="updated-facebook-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-facebook-icon"></use></svg> </i> <div class="utility--icon-label">Post</div> </a> </li> <li class="linkedin-icon"> <a href="https://www.linkedin.com/company/harvard-business-review?trk=biz-companies-cym" target="_blank" rel="noopener noreferrer" js-target="linkedin-share"> <i class="updated-linkedin-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-linkedin-icon"></use></svg> </i> <div class="utility--icon-label">Share</div> </a> </li> <li class="annotate-icon hide do-not-show" js-target="annotate-icon"> <a js-target="handle-mindstone-click"> <i class="mindstone-icon-black" js-target="mindstone-icon-black"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#mindstone-icon-black"></use></svg> </i> <div class="utility--icon-label">Annotate</div> </a> <li> <a href="#" target="_blank" rel="noopener noreferrer" js-target="save-flyout"> <i class="updated-save-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-save-icon"></use></svg> </i> <div class="utility--icon-label">Save</div> </a> </li> <li class="pdf-download hide-for-non-subscriber"> <a rel="noopener noreferrer" href="#" js-target="pdf-download-link" data-reprint-product-id="H0875X-PDF-ENG"> <i class="updated-download-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-download-icon"></use></svg> </i> <div class="utility--icon-label">Get PDF</div> </a> </li> <li class="buy-copies"> <a target="_blank" rel="noopener noreferrer" href="/product/research-negotiating-is-unlikely-to-jeopardize-your-job-offer/H0875X-PDF-ENG" js-target="buy-reprint-link" data-reprint-product-id="H0875X-PDF-ENG"> <i class="updated-buy-copies-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-buy-copies-icon"></use></svg> </i> <div class="utility--icon-label">Buy Copies</div> </a> </li> <li class="print-page"> <a href="javascript:window.print();" js-target="print-article"> <i class="updated-print-icon"> <svg class="" alt="" aria-labelledby="title"> <title></title> <use xlink:href="/resources/css/images/hbr-icons.svg#updated-print-icon"></use></svg> </i> <div class="utility--icon-label">Print</div> </a> </li> </ul> </page-utils> </div> <div class="article-width-wrapper"> <div class="hmm-bottom-placement do-not-show" js-target="hmm-bottom-tout"> <span class="hmm-label">New!</span> <div class="hmm-content-wrapper"> <div class="hmm-title-wrapper flex-container"> <img class="hmm-learning-icon" src="/resources/css/images/hmm/HBR-learning-icon.png"/> <span class="title">HBR Learning</span> </div> <div class="hmm-content-title">Negotiating Course</div> <div class="hmm-dek hmm-marketing-description">Accelerate your career with Harvard ManageMentor®. 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