| When negotiating a salary increase, it is vital to | | | | Do not be embarrassed about 'blowing your own |
| select a favourable time for the manager and for | | | | trumpet,' but be professional in your approach. Do |
| the company in general. Begin by considering the | | | | not bring three ring-binders of well done emails |
| company's economic position overall. If the | | | | from clients. Select a number of key highlights |
| country is in the middle of a recession for | | | | that show you in the best possible light. |
| example, then do not make yourself seem foolish | | | | After giving the reasons for your pay increase, |
| by asking for a pay rise the company cannot | | | | ensure that you justify the amount. Never phrase |
| possibly give. Sometimes you just have to wait! It | | | | a request for an increase in pay in terms of what |
| is also necessary to pick a time when your | | | | you 'need.' A manager does not care what you |
| manager will be able to give you complete focus | | | | need. Instead, always ask for what you 'want.' If |
| and attention without being too stressed, tired or | | | | you attempt to establish your increase in terms |
| distracted. It is true that your manager will always | | | | of need, then you are weakening your position. It |
| be busy so ask him/her for a set meeting in the | | | | is not your manager's responsibility to feel pity, |
| morning when you are both fresh. Make sure this | | | | sorrow or guilt regarding your personal |
| time is not right before a big sales meeting etc so | | | | circumstances and you will appear needy and |
| full attention can be shared on both sides. | | | | weak. Declare what you want as one career |
| Begin this meeting by informing your manager of | | | | minded business person to another. Have a clear |
| the nature of your request clearly and concisely. | | | | idea of exactly what you are asking for. If you |
| This will allow both parties to be unambiguous and | | | | are unsure then you will not be taken seriously. |
| you will seem firm and unafraid. Do not become | | | | Check local similar positions on the Internet and in |
| apologetic as you have nothing to apologise for | | | | newspapers to see what other companies are |
| and you will appear weak. Remember that it is | | | | offering. It helps justify your request if you can |
| one of a manager's tasks to get the best value | | | | demonstrate that most other employers are |
| from their employees and if they see an | | | | offering more or similar amounts for someone |
| opportunity to talk you round then they will take | | | | much less experienced. How far you are prepared |
| full advantage of it. You will therefore need to | | | | to go to obtain a pay rise? In several positions I |
| make a clear request in a professional and | | | | have been offered a pay rise upon handing in my |
| confident manner. | | | | resignation. Companies on the whole do recognise |
| Once you have made your request, you will need | | | | the benefits of keeping competent employees. If |
| to justify it thoroughly. A manager will ask why | | | | you use this tactic in your negotiation, make sure |
| you think you deserve a pay increase and this is | | | | that you are prepared to follow through. It may |
| your chance to tell him/her. Keep a record of | | | | even be worth applying for some jobs as a back |
| everything you do at work including any extras | | | | up. If you can go to your manager and say 'I |
| that are not part of your job description. When | | | | have been offered another position for this |
| considering these extras, note down exactly how | | | | amount and I would like to stay if you can match |
| you are giving additional value to the company. | | | | it,' then you are in a strong position. |
| While it is important to 'go the extra mile' in order | | | | Be aware of management styles and tactics of |
| to justify a pay increase, be sure that you do not | | | | negotiation. I once had a manager who would sit |
| take on too much for free. After all, your request | | | | back and remain silent. Employees would feel the |
| may be denied. Once you have some extra jobs, | | | | need to fill that silence and were inclined to back |
| you can ask for a pay increase before you take | | | | down in the process. Say that you can see he |
| on anything else. Some companies like to be able | | | | she is busy and will give them time to think it |
| to measure an employee's contribution in an | | | | over. They will either call you back or will take the |
| almost graph like fashion before they will agree to | | | | time to think it over. It is unlikely that you will get |
| a pay rise. | | | | an instant decision, as your manager will need to |
| When considering the tasks that you complete, | | | | consider your request fully and discuss it with |
| be careful when attempting to make yourself | | | | other people such as HR etc. Give a reasonable |
| seem irreplaceable. It may be hard to replace you, | | | | amount of time, but do request a definite time |
| but in this world nobody is irreplaceable. Calmly | | | | frame for an answer. Suggest you book an |
| and firmly discuss the positive things you bring to | | | | appointment for a few days time to discuss |
| the position and the additional tasks you have | | | | further. This will give everyone a definite time |
| taken on, but never make this seem like a 'you | | | | scale to come to a decision. |
| cant live without me so give me what I want' | | | | While waiting for a decision, continue to work to |
| challenge. You should be able to justify your | | | | the best of your ability. If your request is |
| position without seeming smug or arrogant. | | | | granted, calmly and graciously accept with thanks, |
| Part of justifying your position is demonstrating | | | | but do not appear overwhelmed with gratitude or |
| your physical, measurable work and | | | | surprised. Bear in mind that this pay rise has been |
| accomplishments. Another part of the justification | | | | granted because you have successfully justified |
| should be the way you perform your tasks. | | | | your position as someone who has earned the |
| These skills should be apparent on your appraisals. | | | | reward. If the request is partially granted, request |
| Are you popular with your clients and contacts? | | | | time to consider the terms. It may be that the |
| Have you cultivated a good working relationship | | | | company will not give you a cash increase, but will |
| with your colleagues? Ensure that you have a | | | | give you a few days extra holiday or some other |
| record of all your appraisals giving evidence of | | | | benefit. This is the time to consider what you |
| your high level of performance. Show that you | | | | want and how far you are prepared to go to get |
| have met all your objectives on time. On most | | | | it. If your request is denied then you must remain |
| appraisals there are some areas in which you are | | | | calm and in control. Thank your manager for |
| asked to show improvement. Explain how you | | | | taking time to consider your request. You are |
| have accomplished this. Bring evidence of any | | | | now in a position either to leave for a better |
| positive feedback from clients and colleagues etc. | | | | position or stay if you enjoy your current position. |