As employees start to realize that the economy is slowly recuperating, it is more likely they will bring up the salary talk.
During the recession, many companies haven?t raised salaries as a measure to avoid cutting jobs, and employees have accepted these policies because they prefer to give up a raise than a job.
During these period, many people have also accepted salaries that are not the highest available for that job type, with the fear of letting an opportunity pass and not finding another one soon.
When employees negotiate a raise, rather than a starting salary, things are somewhat different. For the most part, it is hard to negotiate for something knowing that if you don?t get it you will most probably still show up to work the next day. For this reason, most employees end up accepting an amount as long as it feels as a fair indication of what they are worth or how much they have grown. But if the employee himself is not valuing his worth appropriately, making a case for a raise is a waste of time.
Assessing your present value to an organization and stating the value you add to it is tough, but humbleness is not a part of this equation.
Know your value
Not asking for a raise in a long time might be indicative of how little you appreciate yourself and the job you are doing. Asking for a raise is a way of showing that you value yourself and you understand the added value you bring to the organization.
It might be uncomfortable to ask for more money, but there is also the possibility of asking for a promotion, or more benefits. You just need to make sure you are not being taken for granted.
A first step is being informed about the industry salaries for your job. Research this information and make sure you propose a raise amount that is fair.
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Show how you add that value
In the book ?Managing your Boss?, HR expert Christina Osborne recommends to put forward a factual, assertive, and persistent case based on the extra responsibilities that you have taken money you have saved or earned for the organization through your work, or any special skills you are applying in your job to save time and improve quality. Keeping your case business-oriented, rather than presenting your personal needs, is more likely to get your boss? consideration.
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Dos and don?ts when negotiating
The following list presents some dos and don?ts when negotiating a raise. It has been compiled from recommendations by Christina Osborne (Managing your Boss) and Jim Camp, negotiation coach, trainer, and author.
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Dos
- Be sure and always stick to your major objective
- Clearly outline the elements of your salary/benefit package which you wish to improve
- Consider conceding on the items of your salary/benefit package that are least important to you
- Confirm in writing what was agreed upon
- Present options so your boss sees you are flexible within some parameters
Don?ts
- Don?t lose focus on what is your key objective
- Don?t get distracted or discouraged by your boss? claims or responses
- Don?t concede right away
- Don?t react in an emotional way if your requests get rejected
- Don?t be emotional while in the negotiation. Keep it business.
- Don?t present a case if it isn?t supported by facts
- Don?t start the negotiation by telling your boss you hope she?ll say yes. Instead start by stating that it?s ok for her to say no. Make your boss feel comfortable with the negotiation.
This puts her at ease and clears the air. Watch how her ears perk up and her body language relaxes. OK, she?s thinking, I have permission to say no. Now let?s hear what this employee has to say.
- Don?t go into the negotiation unprepared. Research and have a clear mental list of what you will be asking for.
- Don?t try to impress your boss by dressing in a pretentious way. This changes the mood of the meeting.
- Don?t give a presentation. Talk as little as possible and ask a lot of questions; raise issues, concerns, needs, objectives.
- Don?t try to close the deal. Focus on your behavior during the negotiation
- Don?t think it?s about getting more money. Remember the conversation is about fulfilling your employer?s business needs and objectives. If you show that you do, the raise will come.
Every decision you make in the negotiation process should be focused on helping your employer see that giving you a raise or promotion will further her business interests.
- Don?t present your current salary/position as a problem. Present yourself as a solution to business challenges.
- Don?t give an ultimatum. Don?t pressure with a take-it-or-leave-it stance.
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If you are convinced about the added value you bring to the organization, there is no reason to accept less than what you think you are worth. If your boss raises objections, be clear in explaining your point but don?t push too hard. If for the moment your boss can?t offer a raise, you can negotiate a salary revision for some months ahead.
Just remember that the most important part is knowing what you are worth and never settling for something that doesn?t show your value, make you happy, or satisfies your needs.
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Read about this CEO who decided not to allow employees to negotiate a salary. Not with a bad intention though, but rather with the objective of keeping a well-known, understood, and fair pay scale across the company.
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Book reference:
Osborne, C. 2003. Managing your boss. Dorling Kindersley. United States.
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