It’s always difficult negotiating one’s salary. Even if are a seasoned professional and have gone through the process multiple times the fact that you are sitting in front of your employer agreeing on how both of you value your contribution to the organization will inevitably get personal?
This is the big reason as to why so many of this conversation breaks down.
1. Enter into the negotiation professionally.
Emotions can run high. The employee can often feel vulnerable in this situation which triggers comments and lines of questioning which can stray get off topic. Stick to the facts, what have you done to improve since your last meeting, what extra work have you engaged in to help other colleagues/the team/ the company culture. How have you championed the ethos of the office to ensure the team is engaged? Some of these tasks may be outside the remit of your job description, great, you’re going the extra mile already. When Pi realized he and Richard Parker (the Tiger) were stranded with each other he needed to ensure that there were boundaries, he trained
2. Have a strong fact-based case ready.
Preparation is key, Gary Player once said ‘The harder you work, the luckier you get’ Before you have the meeting, work hard on getting relevant data, quantifiable testimonies and fact-based figures in front of the decision maker during the negotiation. You need to get across evidence on why you should be in line for a better remuneration package, this has nothing to do what your ‘feel’ you should be receiving. Pi
Just like anything in life, the better things are worth fighting for but again emotion can cloud the message. To present your facts in the most efficient manner, your tone will carry weight. Listening and taking on board what your manager has to say is key and equally presenting your case in a cool, polished, professional way just solidifies your seriousness in gaining a result. Don’t leave them off the hook, engage and question any objections. Remind your manager how the facts ensure that you worth the investment.
4. Everyone’s a winner
Critically, you need to be realistic in what an employer can afford to pay. Similarly, if you are in a large multinational, a lot of the salary brackets are set against titles of roles. So for example, if you are at the top of one bracket and an increase means that you need to take on more responsibility in terms of people reporting into you, are you willing to do this? If not, can there be a bespoke agreement between yourself and your employer to augment your current situation in other ways? This may be in the form of a variable such as additional holidays or an increase in pension, again prepare for this and suggest alternatives that would satisfy both sides.
Open negotiation is collaborative negotiation, an open approach throughout the process, (and remember this may be agreed over a prolonged period) is important and again it can be a chance to showcase how you conduct your business. Finally, stick to your career plan, invest in upskilling and always believe in the value of your own work.