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Negotiating a pay rise is not something many people
do on a regular basis. By applying these keys you
will be well positioned to improve your negotiation
skills and feel more empowered when asking for a pay
rise.
1. Know the outcome
you want.
Do you want a win-win
outcome where both you and your boss benefit? Or a
win-lose outcome where your boss is not happy with
the result?
It
is important you know what type of outcome you want
because that will affect the long term relationship
you have with the other party. Win-win outcomes are
beneficial where you have an ongoing relationship.
For example, when you negotiate a pay rise, you
don't want your boss to feel he/she is the 'loser'.
However, if you are buying a car from a car lot, you
may not be so concerned about whether the car
salesperson feels as though they 'won' in the
negotiation!
2. Know your
'position'.
How important is this
job to you? How much do you need it? Could you walk
away from the job? What alternatives do you have?
What is your "bottom line" and what (if anything)
are you prepared to concede? You should not start
negotiating a pay rise until you have thought
through and considered all of the consequences for
all of the different outcomes that may eventuate.
Warning: never say something you are not prepared to
carry through. Generally, employers do not respond
well to threats, so do not say you will leave the
job unless you fully intend to....they just may take
you up on the offer!
3. Work out different
scenarios ahead of time.
Being caught by surprise will NOT strengthen your
request! Think through all the different
possibilities, which may eventuate and plan for each
and every one of them. It is useful to brainstorm
and write down on a piece of paper what could
possibly happen. For example, if your boss said,
"XYZ" - I would respond with, "ABC". This way you
can be prepared for just about anything that may
happen.
4. Know yourself. Know
your own weaknesses.
If you are a gentle
personality your natural aversion to conflict may
toss you into concessions that aren't necessary! If
this is you, learn about yourself and take counter
action. If you are overly stubborn and never give
way to minor points, know this about yourself. Your
stubbornness, holding out for 100% your own way, may
cause you to lose a really great offer from your
boss!
5. Back up your
position with logic.
If you negotiate from a purely emotional position,
emotion will sway you from your position. Fear of
loss, sense of failure, conflict, pressure,
sentiment! All can be applied to sway you from
sticking to what you really want.
When negotiating for a pay rise, know what similar
companies are paying for similar work. Be absolutely
thorough in your research. Sentiment and comparisons
with other colleagues (unless backed by evidence of
your superior performance) will hold little weight.
Most companies concede to market pressures on
salaries so the more data you have on like jobs in
other companies in the same industry that support
your position, the greater your chances of success.
If you need help in finding comparable salary
information, you can start by browsing the internet
for major recruitment firms. Many of these firms
will provide online salary information.
6. Work out what you
can concede.
Occasionally you may know of something that for you,
will not be important but for your boss may be of
significance. For example, you may volunteer for an
unpopular project you boss is having trouble finding
people to undertake. This will be like gold to you!
This is a 'sweetener' that can be what clinches the
discussion in your favour. You will need to be poker
faced and pretend this is a big deal to concede...with
still remaining gracious! Save this item for the
final offer you make.
7. Be prepared.
After you have completed your research, rehearse in
your mind how you will open the discussion and be
clear about your major points. The way you put
forward your case, with logic and without sentiment
will need to be prepared ahead of time. You may find
it beneficial to write our your opening on paper to
ensure you have it clear within one or two
sentences. If you cannot be clear, on paper in
private....it is likely you won't be clear when you
start to speak! Preparation is important so make
sure you leave yourself adequate time.
Good Luck!
Kim is a busy HR Manager, mother to teenage family
and homemaker. She has found balance by replacing
her corporate income with a home business. Pick up
your FREE interactive CD Rom to help you decide if
this is right for you http://work-at-home.net.au.
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