Many young graduates are facing challenges that extend beyond finding the right job or managing student loans.

One particular hurdle I’ve noticed the most is their struggle with negotiation, particularly in the job market. Despite being highly educated and digitally savvy, many lack the crucial skills of persuasion and the “gift of the gab,” leaving them unprepared to advocate for themselves, or negotiate with clients, in professional settings.

Graduating into a world of skyrocketing living costs, unpredictable job markets, and fluctuating economies, young professionals often feel the pressure to take whatever offer comes their way. This urgency to secure employment, compounded by the fear of losing an opportunity, has made negotiation an intimidating and unfamiliar territory for many. The anxiety of missing out on an offer in an unstable economy is a major deterrent, can lead to many accepting roles without questioning the terms, leaving money, benefits, and growth potential on the table.

For many, the negotiation process feels risky. They’re already working within tight financial margins, often balancing student debt, rising rent, and living expenses. For some, the mere suggestion of asking for more, even when they know they deserve it, feels like tempting fate. The fear that an employer might rescind an offer if they push too hard holds them back.

Part of the issue is that the generation graduating today has been educated in an environment that heavily prioritises technical knowledge and innovation over soft skills like negotiation. While this generation has mastered areas like coding, digital communication, and project management, the nuances of face-to-face conversation, persuasive speech, and confident negotiation are often overlooked.

I’ve written previously about the dying art of the handshake, but young people often struggle to get to the stage when the handshake becomes an option.

A major factor is the shift in how communication takes place. With the rise of digital platforms, young people are more comfortable communicating via text or email rather than face-to-face. Virtual meetings and digital job interviews may be convenient, but they provide fewer opportunities to read body language or practice in-person persuasion techniques. The art of “reading the room,” establishing rapport, and selling one’s value is an underrated but essential skill in negotiation—and it’s one that’s difficult to learn through a screen.

This lack of verbal dexterity is compounded by a workplace culture that increasingly values speed and efficiency. Many young people feel that they don’t have the time to build rapport with employers in a fast-paced job interview setting. And, in some cases, they may simply not know how to articulate their worth, particularly when they’re new to the job market.

At the heart of the issue is a pervasive fear among young workers: the fear of losing an offer. In the minds of many, asking for too much can translate to coming off as greedy, entitled, or ungrateful, particularly when the economy feels unstable. They’re worried that employers will think, “If they want more money, we’ll just move on to the next candidate.” Maybe this is an indicator of why young people tend to stay at jobs for only three years instead of negotiating a better deal?

In reality, most employers expect some form of negotiation, especially for skilled positions. But for many young people, this knowledge doesn’t override the fear that asking for more might lead to the job offer being revoked. They’re willing to accept lower pay, fewer benefits, or less favourable conditions simply to lock in a job offer. The result is a vicious cycle: by not negotiating, young workers are underpaid, overworked, and left without the benefits that could provide them with more security in the long term.

I also have strong views on recruiters. This sector has exploded in the last few years, but at the expense of the employee and the firms. We’re told that they can help us find the dream job, but for me, we should question this. In my eyes I see them being a middle man that takes out the scope for negotiation and encourages people to switch their jobs quickly just so they can get a fee.

The lack of negotiation skills can have a lasting impact on career trajectory. Studies show that early-career salary negotiations can have a significant effect on future earnings. When young professionals accept less than they’re worth, they’re not only affecting their immediate income but potentially lowering their lifetime earnings and limiting their career growth. Beyond money, failing to negotiate benefits like professional development opportunities or work-life balance provisions can make it harder to thrive in a role long-term.

In the long run, negotiating isn’t just about asking for more money. It’s about standing up for yourself, recognising personal worth, and shaping one’s professional future. Young people who master these skills early on will find themselves better equipped to thrive in a career, even in unpredictable economic times.

I’ve spoken about it from the personal perspective with jobs, but don’t neglect the importance of negotiation with clients. From personal experience clients get the best results when you understand their perspective and the other parties you are negotiating with. Having an understanding that negotiations are a key way to build long term relationship, show respect and trust with others goes a long way. Knowing that if you send someone into a room they have the confidence to stand up for the offer that they want, but the compromise and understanding that a negotiation isn’t a hostage negotiation but a discussion between two parties both wanting a reasonable fair result for both.

To conclude my rant, learning to negotiate is a skill that can be developed, and one that will pay off over the course of a career. Universities, career coaches, and workplaces can help by offering training in these critical soft skills, including how to approach salary negotiations, how to communicate effectively, and how to advocate for your own and your clients interest in negotiations. In a world where the economy and job market are constantly evolving, the ability to negotiate confidently is more important than ever. By mastering this essential skill, young graduates can take control of their professional destinies, rather than letting the unpredictable market control them.